Today’s episode with Gabe Rothman dives into the complexities of compensation planning for high-touch sales models. Gabe is the Vice President of Operations at Rescale and brings extensive experience in managing consumption-based billing and driving seller behavior through effective compensation structures.

We cover:

• How to commit customers in consumption-based pricing models

• Drive seller behavior through compensation plans

• Comp planning: Tools & strategies to reduce complexity 

You can find more information about Gabe here:

https://www.linkedin.com/in/gprothman/ 

RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ 

Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠ 

Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠ 

Weflow: ⁠https://www.getweflow.com ⁠

Marker:

(00:00:00) Introduction

(00:01:17) RevOpsAF 2024

(00:02:53) Gabe's Background

(00:07:31) What is Rescale?

(00:11:14) High-Touch Sales Model

(00:14:39) Comp Planning at Rescale

(00:19:06) Managing Gross Margins

(00:24:00) Principles to Reduce Comp Planning Complexity

(00:28:56) Tools to Manage Comp Planning

(00:35:30) Final Thoughts and Advice