The Sales Compensation Show

Forma.ai
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Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment.

  1. Pilots, trust, and change management: How Docusign drives sales comp adoption

    26 DE AGO.

    Pilots, trust, and change management: How Docusign drives sales comp adoption

    In this episode, Nabeil Alazzam sits down with Melissa Fenner, Sr. Director of Global GTM Strategy, Planning and Compensation, from Docusign to go behind the scenes at her current organization. The two discuss Melissa's career journey, the critical importance of over-communication, practical takeaways on piloting programs to test comp strategies, and some hot takes on whether comp plans really need to change as often as best-practice suggests (or if consistency could be even better).

    32min
  2. How Databricks & Gong keep sales planning agile during hypergrowth

    11 DE AGO.

    How Databricks & Gong keep sales planning agile during hypergrowth

    When your company is growing rapidly, sales planning can quickly turn into chaos. In this special episode from our Sales Planning Summit event, you’ll hear how two industry leaders navigate constant change without losing alignment or sales team momentum. Sid Kumar (Area Vice President, GTM Strategy & Planning, at Databricks) and Michael Duncan (Sr. Director, GTM Strategy & Operations, at Gong) share proven tactics for scaling processes, keeping Sales, RevOps, and Finance in sync, and driving execution at speed.

    48min
  3. Behind the targets: How ZoomInfo, Klaviyo, and Red Hat align finance and revenue

    5 DE AGO.

    Behind the targets: How ZoomInfo, Klaviyo, and Red Hat align finance and revenue

    Finance and revenue leaders don’t always see eye to eye—but when it comes to setting sales targets, quotas, and comp plans, alignment is non-negotiable. In this special episode of The Sales Compensation Show, senior leaders from ZoomInfo, Red Hat, and Klaviyo share how their teams navigate the complexities of cross-functional planning. Moderated by Forma.ai’s David Gerardi, the conversation explores: How finance and revenue teams approach sales planning differently, balance growth targets with fiscal responsibility, consider quota setting, comp plan design, and forecasting risk, plus how these leaders recommend building trust—and avoiding misalignment—between GTM and finance. This candid panel will give you a window into how real, high-performing companies tackle the planning process *together*.

    52min
  4. How Zoom, Snowflake, and Siemens adjust sales plans mid-year

    28 DE JUL.

    How Zoom, Snowflake, and Siemens adjust sales plans mid-year

    Knowing how and when to change your sales plan mid-year—based on performance signals or market shifts—can make the difference between hitting quota and missing it. In this timely episode, leaders from Zoom, Snowflake, and Siemens share how they detect early warning signs, realign territories and quotas, and adjust comp plans without derailing performance. If you’re in the thick of sales planning, this is the episode you need to hear!

    54min
  5. Inside LinkedIn, Docusign & Atlassian: How global sales leaders plan for performance

    22 DE JUL.

    Inside LinkedIn, Docusign & Atlassian: How global sales leaders plan for performance

    Midway through planning season, sales compensation leaders are under pressure to get it right—aligning with RevOps and Finance, building data-driven plans, and adjusting for what didn’t work in H1. In this special episode of The Sales Compensation Show, recorded live at our Sales Planning Summit, leaders from LinkedIn, Docusign, and Atlassian share how they navigate these exact challenges at scale. Tune in to hear how world-class organizations coordinate cross-functional planning, build trusted data foundations, and leverage past performance to inform their strategies. You’ll also hear how AI and automation are reshaping planning cycles—and what to watch for to avoid the most common breakdowns. If you’re deep in the weeds of planning or trying to future-proof your approach, this conversation is a must-listen! Subscribe to catch even more episodes from the Sales Planning Summit series.

    57min
  6. [Special episode] How Microsoft, HP, and SAS build data-driven territories, quotas & incentives

    15 DE JUL.

    [Special episode] How Microsoft, HP, and SAS build data-driven territories, quotas & incentives

    In this special episode, three powerhouse compensation and revenue operations leaders from Microsoft, HP, and SAS share how they use data—not gut instinct—to design smarter territories, quotas, and incentives. Recorded live at the Sales Planning Summit, the discussion features insights on analytics-driven planning, AI forecasting, and real-world strategies from best-in-class orgs.

    54min
  7. The path to VP of RevOps: Career advice from execs at Carta, Udemy, & Glia

    4 DE JUL.

    The path to VP of RevOps: Career advice from execs at Carta, Udemy, & Glia

    What does it really take to become a VP of RevOps? As the RevOps function continues to rise in strategic importance, the path to VP is becoming both more visible—and competitive. We spoke with three RevOps leaders—Andy Mowat (Carta), Danny Schonfeld (Glia), and Esther Friend (Udemy)—about their personal career paths to VP, key skills defining leadership, and how to stand out in such a competitive field. This episode's perfect for aspiring leaders and current RevOps pros ready for the next step.

    55min
  8. Scaling RevOps in complex sales: How to bring structure to GTM

    26 DE JUN.

    Scaling RevOps in complex sales: How to bring structure to GTM

    Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps. In this episode she shares how she scaled RevOps in a high-complexity health technology environment—with a high-stakes, reputation-sensitive buyer pool, extended sales cycles, and system-level decision-making. Learn how she approaches exec buy-in for data investments, automates data cleanup at scale, and considers comp plans reflecting real GTM structure.

    48min
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Sobre

Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment.

Informações

  • Criado por
    Forma.ai
  • Anos de atividade
    2023 - 2025
  • Episódios
    47
  • Classificação
    Livre
  • Copyright
    Copyrights © 2024 All Rights Reserved by Forma.ai
  • Site do podcast
    The Sales Compensation Show

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