Scaling DevTools How RevenueCat tore up the sales playbook, with Rik Haandrikman
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Nov 21, 2025 Rik Haandrikman, VP of Growth at RevenueCat, shares insights on revolutionizing sales strategies tailored for developers. He discusses how removing commission-driven incentives fosters genuine customer relationships. Rik highlights the importance of aligning sales goals with long-term success and nurturing customer lifecycles. He emphasizes the power of compelling events for driving engagement and building trust, advocating for active participation in community meetups and conferences. Discover his unique approach to make connections and inspire engineers.
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Power Of Aligned Incentives
- Aligning incentives between company and customers creates magical outcomes.
- Rik Haandrikman ties this principle to RevenueCat's pricing and sales design.
Let Customers Choose Their Buying Path
- Help prospects evaluate the product in whichever way they prefer.
- Meet customers where they are and enable buying by credit card or contract without forcing a path.
Quotas Can Misalign Behavior
- Traditional sales quotas push reps to prioritize signed contracts over customer fit.
- Rik argues this misalignment reduces customer happiness and long-term value.