Revenue Builders

Comp Plans for Consumption-based Businesses

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jose Fernandez — former Head of Global Sales Development at Google and now CEO of Easy Comp — breaks down how compensation must evolve when companies shift from traditional SaaS licensing to consumption-based models. Drawing from his experience at Google Ads, one of the most successful consumption engines in business history, Jose lays out the structural advantages of consumption models and how GTM, onboarding, forecasting, and comp plans must align to unlock growth. John McMahon and John Kaplan then expand on how consumption changes seller behavior, deal sizing, renewal dynamics, forecast accuracy, and quota mechanics. This is a must-listen for revenue leaders, sellers, and anyone navigating the industry-wide shift toward usage-based pricing. KEY TAKEAWAYS [00:00:46] Companies transitioning to consumption models often copy SaaS licensing structures instead of designing comp that amplifies consumption-driven advantages. [00:01:34] Three core advantages of consumption models: lower barrier to entry, value-aligned spend increases, and product-led expansion. [00:03:07] Aligning GTM roles — new business, onboarding, and account management — enables scale and fairness in comp. [00:03:57] Forecasting in consumption models becomes an analytical discipline, requiring predictive models rather than rep intuition. [00:05:00] High-quality customer fit at acquisition can result in massive upside — one rep earned huge commission from a $15M three-month advertiser. [00:07:02] In consumption, churn can happen in a week — sellers must ensure rapid value realization, not just contract signing. [00:08:00] Sellers often intentionally downsize initial deals to ensure burn-down and protect compensation. [00:08:59] PLG and sales-assisted models blend; comp must account for small initial usage that grows rapidly. [00:09:48] Companies balance advance payments to reps with clawbacks to protect against churn. [00:10:10] Smart sellers can land small, prove value, and convert usage to multi-year, high-value commitments. QUOTES [00:01:10] “Companies take too much inspiration from the old model instead of designing comp that amplifies the advantages of consumption.” [00:01:56] “Customer spend is directly proportional to the value they get — and their understanding of that value.” [00:02:19] “If you have an amazing product, some of that growth is going to be product-led, regardless of the sales team.” [00:03:57] “Forecasting in a consumption model is an analytical exercise — not something you ask an account executive to guess.” [00:07:54] “In consumption, a customer can use it for a week, turn it off like a light switch, and move on.” [00:08:38] “PLG might start with $500 on a credit card and scale into a major enterprise deal.” [00:09:28] “Sometimes comp gives future credit for usage trajectory — but companies will claw it back if churn happens.” [00:10:33] “There’s a lot of gold in this full episode — make sure you check it out.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/driving-sales-behavior-with-effective-compensation-plans-with-jose-fernandez [https://revenue-builders.simplecast.com/episodes/driving-sales-behavior-with-effective-compensation-plans-with-jose-fernandez] Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 [https://hubs.li/Q02R10xN0] Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 [https://a.co/d/1K7DDC4] Check out Force Management’s Ascender platform here:  https://my.ascender.co/Ascender/ [https://my.ascender.co/Ascender/] Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com [https://pcm.adswizz.com] for information about our collection and use of personal data for advertising.

Helping People Thrive in Your Organization

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Susan Lucia Annunzio, author and CEO of the Center for High Performance. Backed by the world’s first global quantitative study on accelerated growth, Lucia reveals the single biggest differentiator of companies that grow profitably over the long term: how they treat their people. She introduces the concept of Return on Brainpower—the idea that organizations unlock disproportionate performance when they allow their smart people to think, challenge assumptions, and interpret intent rather than simply follow orders. Through research insights and real-world leadership examples, the conversation explores how leaders can shift from transactional management to transformational development, empowering people to deliver results beyond expectations. KEY TAKEAWAYS [00:00:52] The real driver of long-term profitable growth is how companies treat their people. [00:01:13] Even the best strategy fails when employees aren’t empowered to think for themselves. [00:02:35] “Return on Brainpower” is a leadership metric that fuels performance and innovation. [00:03:00] Micromanagement prevents people from using their full cognitive capacity. [00:04:40] The #1 global growth differentiator: treating smart people like they’re smart. [00:05:33] Commander's Intent enables employees to interpret purpose, not just follow steps. [00:07:30] Leaders must adapt to inner-directed vs. outer-directed personality wiring. [00:08:23] Psychological safety determines whether people speak up or stay silent. QUOTES [00:00:52] “How companies make money that lasts comes down to how human beings at your corporation are treated.” [00:01:13] “A great strategy without allowing people to use their brains will never maximize its potential.” [00:02:35] “The secret to success is return on brainpower.” [00:03:00] “Companies leave money on the table because they don’t allow people to challenge assumptions.” [00:04:40] “My boss tells me what to do, not how to do it.” [00:04:14] “The best leaders develop people so well that they don’t need them anymore.” [00:08:23] “Show your thinking—not ask the boss for theirs.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/leadership-generational-insights-and-the-power-of-people-with-susan-lucia-annunzio [https://revenue-builders.simplecast.com/episodes/leadership-generational-insights-and-the-power-of-people-with-susan-lucia-annunzio] Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 [https://hubs.li/Q02R10xN0] Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 [https://a.co/d/1K7DDC4] Check out Force Management’s Ascender platform here:  https://my.ascender.co/Ascender/ [https://my.ascender.co/Ascender/] Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com [https://pcm.adswizz.com] for information about our collection and use of personal data for advertising.

Success Doesn't Happen in Isolation

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Dean Otto, a top-performing enterprise sales rep whose life changed in an instant after being struck by a vehicle while cycling. Given a 2% chance of ever walking again, Dean went on to run a half-marathon just one year later—alongside the man who hit him and the neurosurgeon who operated on him. Through forgiveness, faith, relentless work, and a refusal to isolate, Dean rebuilt not only his body but also a powerful community around him. In this clip, he shares the inside story of meeting the driver, reconciling in the hospital, training against all odds, and ultimately proving what grit and connection can achieve. This excerpt is a masterclass in resilience, leadership, and the compounding power of not going through adversity alone. KEY TAKEAWAYS [00:00:29] The accident that changed everything. Dean’s 2% chance of walking again and the comeback mission it sparked. [00:01:14] Forgiveness before reconciliation. Dean had forgiven the driver before ever meeting him — a testament to emotional and spiritual maturity. [00:02:02] Will, the driver, reaches out. The surprising request from the man who hit Dean and how that meeting turned into a two-hour connection. [00:03:21] Rebuilding relationships through shared struggle. Dean, Will, and their families build deep bonds and ultimately commit to running together. [00:03:53] Viral impact & platform responsibility. How Dean’s story went viral and why he shifted the focus to helping other spinal cord patients. [00:04:52] Returning to work despite severe injury. Balancing recovery with career identity — including Dean closing deals from his hospital bed. [00:06:21] A doctor becomes a runner. Dean’s neurosurgeon trains for his own half marathon to stand beside his patient. [00:07:52] Integrity and sacrifice. Will joins the race despite a heart condition, symbolizing commitment far beyond obligation. [00:09:48] A race about more than racing. Dean breaks two hours by five seconds, proving to himself and others what’s possible after trauma. [00:10:24] Going back for your people. Dean and the team return to finish the race with Will — the metaphor for leadership and connection. [00:11:12] Isolation kills progress. Communities, companies, and sellers fail alone — but win together. QUOTES [00:01:14] “When I read that part of your story, I was like, whoa — forgiveness and reconciliation.” [00:07:52] “The integrity and thoughtfulness of this young man was unbelievable.” [00:11:12] “Sellers don’t make it in isolation. Companies don’t make it in isolation.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/the-power-of-belief-with-dean-otto [https://revenue-builders.simplecast.com/episodes/the-power-of-belief-with-dean-otto] Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 [https://hubs.li/Q02R10xN0] Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 [https://a.co/d/1K7DDC4] Check out Force Management’s Ascender platform here:  https://my.ascender.co/Ascender/ [https://my.ascender.co/Ascender/] Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com [https://pcm.adswizz.com] for information about our collection and use of personal data for advertising.

Thank you Leave Us a Review

Thank you for being part of the Revenue Builders community! We’re grateful for your support and feedback, which helps us deliver the content you love. If you enjoy the show, don’t forget to subscribe, rate, and review—it truly makes a difference. Here’s to finishing the year strong! Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 [https://hubs.li/Q02R10xN0] Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 [https://hubs.li/Q03JN74V0] Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0 [https://hubs.li/Q03K94cs0] Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com [https://pcm.adswizz.com] for information about our collection and use of personal data for advertising.

Rewind: Leading Authentically with Doug Holladay

In this special Revenue Builders Rewind episode, we revisit our powerful first conversation with Doug Holladay, CEO & founder of PathNorth and author of Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life. Doug shares his unconventional career journey and explores his philosophy on leadership, purpose, and living a more intentional life. The discussion dives into the importance of authenticity, gratitude, and meaningful relationships, as well as the value of understanding your own story and embracing vulnerability. Doug also highlights why many people need to rethink how they define both personal and professional success. He offers practical exercises for uncovering purpose and explains how simple rituals can help ground your life in reflection and gratitude. Stay tuned for more episodes with Doug as we continue our series with him in 2026. ADDITIONAL RESOURCES Connect with J. Douglas Holladay: https://www.linkedin.com/in/dougholladay/ [https://www.linkedin.com/in/dougholladay/] Listen to the earlier episodes with Doug - each one delves into a different aspect of successful business leadership:  The Power of Gratitude: https://www.forcemanagement.com/the-power-of-gratitude-an-in-depth-discussion-with-douglas-holladay [https://www.forcemanagement.com/the-power-of-gratitude-an-in-depth-discussion-with-douglas-holladay] Knowing Your Story: https://revenue-builders.simplecast.com/episodes/know-your-story-to-achieve-true-success-with-doug-holladay [https://revenue-builders.simplecast.com/episodes/know-your-story-to-achieve-true-success-with-doug-holladay] Rethinking Success and Finding Purpose: https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladay [https://www.forcemanagement.com/rethinking-success-and-finding-purpose-with-doug-holladay] Learn more about Doug’s CEO programs: https://www.pathnorth.com/ Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0 [https://hubs.li/Q03JN74V0] Explore Force Management’s Free SKO Planning Resources: https://hubs.li/Q03K94cs0 [https://hubs.li/Q03K94cs0] Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 [https://hubs.li/Q02R10xN0] HERE ARE SOME KEY SECTIONS TO CHECK OUT [00:03:38] Finding Purpose and Passion [00:04:27] Understanding Life Patterns [00:07:17] The Impact of Family Stories [00:18:48] Authentic Leadership and Vulnerability [00:34:10] The Importance of Knowing People's Stories [00:37:30] Understanding Personal Stories [00:38:34] Pandemic-Induced Self-Reflection [00:39:31] Pain as a Catalyst for Change [00:41:14] Traits of Great Leaders [00:46:08] Founding PathNorth [00:56:55] The Power of Gratitude [01:03:24] Rapid Fire Questions HIGHLIGHT QUOTES [00:04:22] “Put your life in five-year blocks... What did you love doing and what did others say you were good at?” [00:06:59] “Most of us get eclipsed by the money chase.” [00:07:59] “If you don’t create space to think and feel, you’ll be one of those whose light goes out.” [00:10:50] “We’re all born in someone else’s story.” [00:13:21] “The story you have seen will be your family unless you break those patterns.” [00:16:13] “Our point of identity is not our strength, it’s our brokenness.” [00:18:37] “Meaning is what you want to go for. You can be in the most godawful situations and still find meaning.” [00:22:17] “Everybody has a story. The most successful people are the ones who let people tell their stories.” [00:27:09] “When the price of making more begins to do bad things to my soul, it’s time to leave.” [00:28:40] “Gratitude is the only emotion that cannot share space with any other emotion.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com [https://pcm.adswizz.com] for information about our collection and use of personal data for advertising.