Clio's SVP of Global Sales, Jenny Dingus, joins Kyle Norton to talk about why the "people × quota" revenue planning model is terrible, and what they're using instead.
Jenny shares how Clio's $1B acquisition flipped their planning model, how they forecast in high-uncertainty markets, and what "drawing the owl" looks like in real life.
If you run revenue and you're tired of spreadsheet fantasy planning (or just want to know what two senior GTM leaders are thinking about these days), worth a listen!
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Chapters:
02:15 Jenny's Career Journey from RingCentral to Clio
04:00 Vertical SaaS and Expanding Market Opportunity
06:10 Disruption, AI, and Modernizing Legal Tech
08:00 Educating a Skeptical Market on AI Adoption
10:15 The Myth of the "People x Quota" Growth Model
12:05 Why Linear Capacity Planning Still Persists
14:45 The Integrated Planning Alternative
17:10 Planning Amid Product Launches and Acquisitions
20:15 Quotas, Motivation, and Momentum in Sales Teams
23:00 Multi-Factor Revenue Planning and Emerging Markets
27:05 Managing Speculative Growth Bets and Reforecasting
31:10 Balancing Capacity and Demand in High-Growth Environments
34:40 Strategic Congruence: Playing the Right Company Game
38:30 Communication, Change Management, and Leadership Alignment
43:45 Inside Clio's Acquisition and GTM Integration Process
48:40 Leadership Communication Principles and "Feeling" the Message
52:00 Frontline Enablement During Massive Change
56:45 Building Continuous Feedback Loops and AI-Enabled Training
01:00:30 Quickfire: Lessons in Leadership, Humility, and Focus
01:04:00 Favorite Reads and Closing Reflections
