Everstage

“Sales compensation is an emotional topic—you’re deciding someone’s livelihood. If you ignore that, buy-in collapses.” — Shiv Walia, Director of Sales Compensation @ A Place For Mom In this clip: why comp can drive attrition, how to keep plans simple, and where AI helps (and shouldn’t). Full episode in comments 👇 Watch on Youtube: youtu.be/hpd1G2VFRKY Episode streaming live on Spotify & Apple Podcasts 🎧 Spotify: open.spotify.com/episode/7E4Vgm… Apple Podcasts: podcasts.apple.com/us/podcast/shi… #SalesComp #IncentiveCompensation #RevOps #GTM #SalesOps #FPandA #QuotaSetting #SalesLeadership #AI #Everstage #GoToMasters

“Every journey in a company starts with a form. Land one use case, expand into many—enterprise follows.” — Burak Çiflikli, COO @ JotForm, on staying relevant for 20 years, building anti-silo orgs, and knowing when AI is value vs. hype. Watch now on Youtube: youtu.be/BsYmMmqlRp0 Episode streaming live on Spotify & Apple Podcasts 🎧 Spotify: open.spotify.com/episode/0RCt6z… Apple Podcasts: podcasts.apple.com/us/podcast/bur… #SaaS #COO #Bootstrapped #AI #OrgDesign #LandAndExpand #ProductLedGrowth #DemoDay #JotForm #Everstage #GoToMasters

“Shadow accounting happens when people don’t trust the system. Deliver comp daily, with full detail, and trust shows up.” ⁓ Melissa Ramirez (Director, Commission Operations @ Cox Communications) on 99.9% accuracy, daily mobile statements, and turning comp into a strategic lever. Watch on Youtube now- youtu.be/1crTR9zMUH4 Episode streaming live on Spotify & Apple Podcasts 🎧 Spotify: open.spotify.com/episode/6kbfu7… Apple Podcasts: podcasts.apple.com/us/podcast/mel… #SalesComp #RevOps #CommissionOperations #Accuracy #ShadowAccounting #CompDesign #Requirements #AIinComp #Everstage #GoToMasters

“Don’t ‘do the request.’ Ask what outcome we’re actually after—and verify the change worked.” ⁓ Darren Fay (VP Ops @ Littera) on real change management, simple comp that motivates, and AI that augments instead of annoying customers. Watch on Youtube now- youtu.be/rudCB29p9Ug Episode streaming live on Spotify & Apple Podcasts 🎧 Spotify: open.spotify.com/episode/4r0ngf… Apple Podcasts: podcasts.apple.com/us/podcast/dar… #RevOps #ChangeManagement #CompDesign #SimpleWins #FiveWhys #AI #VoiceAI #Enablement #CX #OperationalExcellence #Everstage #GoToMasters

“Pods are great—but you still need ROI pressure to fix the right things first.” ⁓ Benito Piuzzi (SVP, Org Strategy @ Lakeview; ex-McKinsey/Better) on scaling past your tech ceiling with owned offshore hiring, a daily control room, and AI as a multiplier—not the star of the show. Watch now on Youtube- youtu.be/hx7Uv4qoPhU Episode streaming live on Spotify & Apple Podcasts- Spotify: open.spotify.com/episode/3ufQNW… Apple Podcasts: podcasts.apple.com/us/podcast/ben… #Operations #Scalability #RevOps #OrgDesign #Prioritization #ControlRoom #MortgageTech #AI #VoiceAI #Compliance #DataStrategy #Everstage #GoToMasters

“Control the skeleton- T&Cs, measures, crediting. Vary the meat, not the bones.” Labcorp’s Chris Goff on building a global comp library, mapping plans to product maturity, and why recognition beats another 10 bps of commission. 30-sec clip 👇 Full episode in comments. Watch now on Youtube- youtu.be/sUcCg-GSWJw Episode streaming live on Spotify & Apple Podcasts Spotify: open.spotify.com/episode/1awOuF… Apple Podcasts: podcasts.apple.com/us/podcast/chr… #SalesComp #RevOps #TotalRewards #GlobalComp #SalesOps #Territories #Quotas #PlanDesign #Recognition #ChangeManagement #AIinComp #Everstage #GoToMasters

“Planning isn’t predicting the future—it’s preparing for it.” Neo4j’s Ankit Chopra on turning FP&A into the nervous system of the company: usage-first forecasting, the Pricing Alignment Triangle (customer value × usage × financials), and why partnerships are the new procurement. Watch on Youtube now- youtu.be/xPU5SQdpGAk Episode streaming live on Spotify & Apple Podcasts- Spotify: open.spotify.com/episode/6zwyqA… Apple Podcasts: podcasts.apple.com/us/podcast/ank… #FPandA #Finance #Cloud #AI #UsageBasedPricing #PricingStrategy #Forecasting #RollingForecasts #SaaS #TokenCosts #GrossMargin #Partnerships #Neo4j #Everstage #GoToMasters

“AI will confidently lie to you—at machine speed—if your data is bad.” Fractional RevOps leader Jordan Rogers on process > tools, the Scream Test (what to delete/keep), and a simple rule for comp: if a new rep can’t get it in <10 mins, it’s too complex. Watch on Youtube now- youtu.be/7TR_FXb6ZaA Episode streaming live on Spotify & Apple Podcasts- Spotify: open.spotify.com/episode/1KsKG5… Apple Podcasts: podcasts.apple.com/us/podcast/jor… #RevOps #GTM #SalesOps #SalesComp #Salesforce #ToolSprawl #DataQuality #AIinSales #PLG #ProcessDesign #Adoption #Everstage #GoToMasters

“People do what you pay them to do—so design plans that don’t backfire.” CRO Mark Rosenthal (Kastle) on holding a Google-level hiring bar, never changing comp midyear, and using AI for deal scoring and auto-built proposals- after you fix CRM–CPQ–Accounting data. Watch now on Youtube- youtu.be/7lBNiEHfhsk Episode streaming live on Spotify & Apple Podcasts- Spotify: open.spotify.com/episode/0m5rrK… Apple Podcasts: podcasts.apple.com/us/podcast/mar… #SalesLeadership #CRO #RevOps #GTM #SalesComp #MedPIC #Forecasting #AIinSales #CPQ #ProposalAutomation #TotalRewards #Everstage #FinanceFireside

Satellite isn’t backup anymore—it’s the front line. ST Engineering iDirect’s Brian Jakins shares how to sell in complex, long-cycle markets: start with customer pains, lead across cultures, and use AI to automate ops so reps can actually sell. Plus: comp plans that truly reward overachievement. Watch on Youtube now- youtu.be/Uftg_jQXHd4 Episode treaming live on Spotify & Apple Podcasts- Spotify: open.spotify.com/episode/25nqFp… Apple Podcasts: podcasts.apple.com/us/podcast/bri… #SalesLeadership #GTM #RevOps #Satcom #LEO #5G #AIinSales #Compensation #AccountPlanning #CulturalIntelligence #Everstage #GoToMasters

Don’t cut R&D just because the quarter is ugly. CFO Pinky Raina explains why “expense vs. investment” thinking matters, how to fix foundations before AI, and what humility + collaboration really look like in finance. Watch on Youtube now- youtu.be/tleSEnYeHSM Episode streaming live on Spotify & Apple Podcasts- Spotify: open.spotify.com/episode/3rRa8J… Apple Podcasts: podcasts.apple.com/us/podcast/pin… #CFO #FinanceLeadership #FPnA #RevOps #ERP #DataQuality #AIinFinance #ContinuousImprovement #EQ #GoToMasters #Everstage

Correlation ≠ Causation in comp. Rithum’s Jane Akczinski explains how to read performance data without rewarding the wrong behaviors—and why Legal needs a seat at the comp table from day one (especially globally). Also: why rollouts don’t end at launch and how to catch missed accelerators early. Watch on Youtube now- youtu.be/p8qsUV3vvgI Episode streaming live on Spotify & Apple Podcasts- Spotify: open.spotify.com/episode/75k1Uk… Apple Podcasts: podcasts.apple.com/us/podcast/jan… #SalesComp #RevOps #CompDesign #Quota #LegalCompliance #WorksCouncil #DataStorytelling #AI #GTM #Everstage #GoToMasters

Quota ≠ Capacity. Wonderkind’s Nabeel Ebeid explains why changing a cell in your model won’t change reality—and how to design comp plans you’ll be happy to overpay. Also: where AI is paying off now (enablement, research, contracts) and the 4 pillars of a RevOps org sellers actually trust. Watch on Youtube now- youtu.be/nphAV81Q5j4 Episode streaming live on Spotify & Apple Podcasts Spotify: open.spotify.com/episode/3KY9iC… Apple Podcasts: podcasts.apple.com/us/podcast/nab… #RevOps #SalesComp #Quota #CapacityPlanning #SalesEnablement #AI #GTM #CRM #TerritoryDesign #Everstage

Forecast the spike, stage the PPE, save lives. Vivek Vishal (PIP Global Safety) on hurricane-ready demand planning, 60-second comp, and stakeholder-led GTM adoption. Watch on Youtube now- youtu.be/Fn-ZLY-FRrY Episode streaming live on Spotify & Apple Podcasts Spotify: open.spotify.com/episode/0BKyTX… Apple Podcasts: podcasts.apple.com/us/podcast/viv… #RevOps #SalesExcellence #PPE #WorkerSafety #Forecasting #PredictiveAnalytics #SupplyChain #Compensation #AIinSales #GTM

Simple scales. Complex breaks. Semrush’s Sunil Kaushik on building comp & RevOps that are scalable, repeatable, and trusted—and the exact point to introduce territories, named accounts, and overlays. Also: the 3 things he’d automate tomorrow (and why ticketing is #1), and how AI should own plan config while humans set strategy. Watch on Youtube now- youtu.be/S5He0rNROII Episode streaming live on Spotify & Apple Podcasts Spotify: open.spotify.com/episode/4pbBQg… Apple Podcasts: podcasts.apple.com/us/podcast/sun… #RevOps #SalesComp #IncentiveDesign #TerritoryPlanning #NamedAccounts #Quota #AI #GTM #Everstage

“If you need a sales comp team, you need an SPM. Period.” Cribl’s Wayne Chiang on model-driven plan design (ARR → quality → consumption), the real six-month rollout cadence, when to dump spreadsheets, and the first practical AI win: self-serve exec reporting. Watch on Youtube now- youtu.be/CyC8fbiNZsM Episode streaming live on Spotify & Apple Podcasts Spotify: open.spotify.com/episode/1B40tu… Apple Podcasts: podcasts.apple.com/us/podcast/des… #SalesCompensation #IncentiveCompensation #SPM #RevOps #SalesOps #GTM #ConsumptionModel #SaaS #CompDesign #AIinRevenue

Bookings aren’t revenue. Post-sale RevOps is where the game is won. Weave’s Preston Toone on building “mile wide, ten feet deep” RevOps—why onboarding/CS need their own ops backbone, and why RevOps must sell AI internally. Watch on Youtube now- youtu.be/Lr_8TN_VZgo Episode streaming live on Spotify & Apple Podcasts- Spotify: open.spotify.com/episode/5QHNfR… Apple Podcasts: podcasts.apple.com/us/podcast/pre… #RevOps #PostSale #Onboarding #CustomerSuccess #Expansion #AI #GTM #Everstage

Finance health isn’t guesswork—it’s signals. Kapil Duggal (Head of Finance, India @ TNS) on linking O2C–P2P–R2R, cashflow-first KPIs, and AI that saves hours without risking controls. Migration playbook, close discipline, and the 1% rule. Watch on Youtube now- youtu.be/7YRWRNjKS1s Episode streaming live on Spotify & Apple Podcasts Spotify: open.spotify.com/episode/3QmNt0… Apple Podcasts: podcasts.apple.com/us/podcast/kap… #FinanceOps #FinanceLeadership #O2C #P2P #R2R #CashFlow #AR #CloseTheBooks #SharedServices #AIinFinance #GBS #ProgramGovernance

Simple comp, smarter forecasts. Shockwave Medical’s Colin Towner on using ML to scenario-test launches, keeping comp clear and fast, and letting AI turn notes into actions so reps sell more. Watch on Youtube now- youtu.be/td4nragpMY4 Episode streaming live on Spotify & Apple Podcasts Spotify: open.spotify.com/episode/5VdeOE… Apple Podcasts: podcasts.apple.com/us/podcast/col… #CommercialOps #MedTech #MedicalDevices #SalesCompensation #Forecasting #MachineLearning #AIinSales #RevOps #GTM #ShockwaveMedical

Stop flooding Salesforce. Start surfacing signals. Together AI’s Saurabh Kapadia: pipe everything into Snowflake/BigQuery, then bring only actionable insights into CRM (think funding & founder signals over employee count). Watch now on Youtube- youtu.be/QD_r7ymtp50 Episode streaming live on Spotify & Apple Podcasts- Spotify: open.spotify.com/episode/7j77Cn… Apple Podcasts: podcasts.apple.com/us/podcast/sau… #RevOps #Salesforce #DataEngineering #Snowflake #BigQuery #Fivetran #SmartEnrichment #PLG #GTM #Everstage