Leadership
Leadership
The Incrementality of SPIFs
In 2024 alone, QuotaPath customers paid out $7.3M in SPIFs and accelerators. But how much of that actually changed rep behavior versus paying for results that would have happened anyway?...
Leadership
Commissions for the Modern CFO
The role of the CFO has evolved well beyond closing the books and managing budgets. Modern finance leaders are expected to act as strategic partners, aligning financial discipline with revenue...
Leadership
HubSpot Partner Spotlight: Bluleadz on RevOps, CRM Strategy, and Trends
As a HubSpot Elite Partner with more than 15 years of experience, Bluleadz has witnessed the evolution of inbound marketing, the rise of RevOps, and the changing expectations of B2B...
Leadership
Finance Leaders’ Commission Accounting Checklist
Commission accounting can be notoriously messy and prone to errors. Manual spreadsheets create compliance risks, causing Finance teams to lose valuable time chasing down discrepancies. A structured commission accounting checklist...
Leadership
Why Your Best Reps Should Outearn Sales Leaders: A Conversation with Matt Green
If your top sales rep is making more than your VP, is that a problem? Or proof the system is working? For most companies, it sparks panic. A rep blows...
Leadership
Rules of Engagement: How to Set Up Reps for Success in Usage-Based Comp Plans
When comp plans hinge on usage, closing the deal is just the beginning. And with more SaaS and fintech companies adopting usage-based pricing (according to a recent event featuring Insight...
Leadership
How to Approach Outcome-Based Pricing Compensation
What is Outcome-Based Pricing? SaaS pricing models are evolving. Although a traditional fixed-rate monthly or annual subscription was once the norm, companies have increasingly adopted usage-based pricing, where customers pay...
Leadership
From Seats to Outcomes: How to Navigate the Shift to Usage-Based Pricing
News just in: usage/outcome-based pricing models are more than a popular trend. At a recent private event with Insight Partners’ portfolio companies, 84% of attendees reported that they were either...
Leadership
Why Every Business Needs a North Star Metric (and How to Get Buy-In Across the Org)
I’ve spent the better part of the last decade working in RevOps, and if there’s one truth I’ve come to believe, it’s this: a company without a clear North Star...
Leadership
The Hidden ROI of Simplicity: Why Less is More in Comp Plan Tools
Managing sales commissions is often more complicated than it needs to be. On one end, you have clunky spreadsheets that demand constant upkeep and manual checks. On the other hand,...
Leadership
How RevOps Leaders Are Getting Paid in 2025: Structures, Salary Trends, and Incentives
RevOps is changing… and so is their pay. Once viewed as a behind-the-scenes operations role, Revenue Operations has become a strategic growth driver. That shift has brought increased visibility, influence,...
Leadership
Report: Usage-Based Compensation Plans: Trends, Models & Examples
The shift is on: Sales comp is following the usage-based pricing model. Usage-based pricing has been the conversation in SaaS and fintech for the last few years. Now, sales comp...