The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 785: Usage-Based Revenue Models: Successes and Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential
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Jan 8, 2025 
Lindsey Scrase, COO of Checkr and former CRO with experience from Google, dives into the nuances of usage-based revenue models. She discusses the balance between sales commission structures and the need for alignment with revenue outcomes. Lindsey shares insights on evolving go-to-market strategies and leveraging data for operational enhancements. The conversation highlights the importance of customer engagement in achieving growth and improving satisfaction through effective onboarding and feedback loops.
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Focus on Revenue Realization
- Focus on consumption and revenue in usage-based businesses, not just bookings.
- Tie compensation plans to revenue realization to incentivize usage and adoption.
Incentivizing the Lowest Segment
- Checkr's lowest segment sales team was initially incentivized on volume, not revenue.
- Shifting their focus to revenue brought value to both the customer and Checkr.
Revenue Focus in Cadence
- Incorporate a revenue focus into every part of your business cadence, not just bookings.
- This helps ensure alignment between sales efforts and actual revenue generation.