The Sales Compensation Show

What happens when three powerhouse leaders from Microsoft, HP, and SAS unpack the science behind sales planning? You get a modern look at how the absolute best-in-class are designing smart territories, quotas, and incentive plans—grounded in data, not gut instinct.In this special episode of The Sales Compensation Show, we’re sharing a high-impact session from the Sales Planning Summit featuring a behind the scenes with:Edie Cagle, VP of Global Revenue Operations at SASMaria Oczko-Canant, VP of Sales Compensation & Planning at HP, andNandini Ramaswamy, VP of Worldwide Incentive Compensation at MicrosoftHosted by Nabeil Alazzam, CEO of Forma.ai, this panel dives deep into:How to design equitable, efficient sales territories using dataWhat analytics-driven quota-setting really looks likeWays to optimize sales incentives to influence behavior and drive resultsThe role of AI and forecasting in staying ahead of market shiftsReal-world examples of how top enterprises are evolving their sales planningSerious about turning sales planning into a strategic advantage? Then this conversation is a must-listen!The Sales Compensation Show is handcrafted by our friends over at: fame.so

As the RevOps function continues to rise in strategic importance, the path to VP is becoming both more visible—and competitive. So what does it really take to step into a VP of RevOps role?In this special episode of the show, Forma.ai’s Director of Content, Jen Pepper, hosts a candid and practical discussion with three seasoned RevOps executives:Andy Mowat, VP of RevOps at CartaDanny Schonfeld, VP of RevOps at Glia, andEsther Friend, VP of RevOps at UdemyThey each share how they made the leap to VP, the skills they look for in future RevOps leaders, and advice for those looking to grow beyond execution and into strategic leadership.Tune in to learn:The core competencies needed to succeed as a VP of RevOpsHow to build influence grounded in strategy, cross-functional relationships, and communicationMistakes to avoid on your career journeyWhat separates strong operators from future executivesWhether you're an aspiring leader or a current RevOps pro levelling up for your next move, this episode offers a roadmap for career advancement in one of the fastest-growing functions in revenue.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps—from traditional TV sales to early digital marketing ops to full-funnel GTM leadership in healthcare technology.In this episode of The Sales Compensation Show, Ali joins our host Nabeil Alazzam to unpack how she brings structure and simplicity to one of the most complex selling environments out there—HealthTech.With a limited, reputation-sensitive buyer pool, extended sales cycle, and matrixed hospital systems making enterprise-level decisions, Ali shares how she built scalable RevOps foundations that actually work across the entire customer lifecycle.🎙 In this episode, you’ll learn:Why data quality and hygiene is non-negotiable in a market where your TAM may only encounter you onceHow to get execs to say “yes” to data investments The automation layer Ali relies on to maintain data hygiene Why sales comp complexity is often a GTM structure problem in disguiseIf there's credence to the idea AI will replace BDRs anytime soon...Whether you’re in healthcare tech, SaaS, or enterprise B2B sales more broadly—this conversation is packed with real world approaches and even tool recommendations to try yourself.The Sales Compensation Show is handcrafted by our friends over at: fame.so

What do today’s CROs really need from RevOps in 2025?In this special episode of The Sales Compensation Show, we go behind the scenes with three leading CROs to explore how the RevOps role is evolving—and what it takes to become indispensable to the executive team.Joining Forma.ai Founder & CEO Nabeil Alazzam are:Susan Rothwell, CRO at EpsilonAllison Metcalfe, CRO at CloudinaryLatané Conant, CRO at 6senseThis candid conversation dives into how RevOps is moving from support function to strategic force, the KPIs and forecasting capabilities that matter most, and how operations teams can earn a permanent seat at the leadership table.If you're in RevOps—or building toward it—this is the kind of episode that reveals what your exec team wishes you knew.Episode Highlights:The evolving RevOps-CRO relationshipWhat CROs want from RevOps in today’s environmentThe metrics that matter (and those that don’t)Why strategic agility is a leadership expectationForecasting as a credibility play for RevOpsActionable advice from the panel: how to lead up, influence, and drive impact with your exec teamThe Sales Compensation Show is handcrafted by our friends over at: fame.so

From carrying a quota at Microsoft to leading global GTM strategy at Snowflake, James Jackson has seen the full spectrum of what it takes to scale—and then stabilize—high-growth teams.In this episode of The Sales Compensation Show, James sits down with host and Forma.ai's CEO Nabeil Alazzam to break down:Why comp plans should express company strategy—not set itLessons from his time with Docusign during a hypergrowth era (and the recalibration that followed)A “poor man’s LTV:CAC” metric used to rightsize GTM structureHow to restore field trust when comp credibility is lostTranslating executive priorities into clear, motivating plans for sellers, andBuilding for agility in a consumption-based sales modelWhether you’re leading RevOps, sales compensation, or GTM planning, James’s insights are gold for navigating complexity with clarity and confidence.The Sales Compensation Show is handcrafted by our friends over at: fame.so

We’re breaking format with this special episode of The Sales Compensation Show—bringing you an unfiltered, live conversation from RevOps Kickoff 2025, our digital summit for revenue operations leaders.Originally recorded live, this panel brought together experts in GTM strategy, sales compensation, and revenue planning. The insights shared were too valuable to keep behind virtual doors—so we’re re-releasing them in a whole new format.This discussion features:Christina Straggas, Head of Global Sales Compensation, at EquinixJames Jackson, Global Head of Sales Planning, Compensation & Systems, at SnowflakeNabeil Alazzam, Founder & CEO at Forma.aiListen in to hear about:The hidden drivers of under-attainmentHow comp plans influence rep confidence and performanceEarly indicators it’s time to pivot your planHow to align Sales, Finance, and GTM on smarter targetsThe Sales Compensation Show is handcrafted by our friends over at: fame.so

In this episode, Alana Kadden Ballon shares her career journey from SDR at Salesforce to leading RevOps at high-growth organizations like Duo and Wiz, and now Sprout Social. With clarity and candor, she breaks down how modern RevOps leaders can evolve their teams, data strategy, and stakeholder alignment to meet today’s GTM challenges.You’ll learn:Why over-relying on individual “heroes” creates brittle ops systemsHow Alana’s team spends more time fixing problems than finding themWhat a resilient data strategy actually looks like (hint: it’s cultural and technicalWhy change management is the real RevOps unlockThe myth of the "magic tool" and what to do before you buy anythingHow to align post-sale incentives with sales without losing focusResources mentioned:Marc Benioff's V2MOM framework for strategic company alignmentArticle from First Round Review: Give away your Legos (and other commandments for scaling)Subscribe to (and rate!) The Sales Compensation Show on:SpotifyApple PodcastsThe Sales Compensation Show is handcrafted by our friends over at: fame.so

In this special episode of The Sales Compensation Show, we're spotlighting the RevOps function as the true powerhouse behind modern go-to-market success. Recorded live at our virtual RevOps Kickoff 2025, this panel features an incredible lineup of revenue leaders who are elevating operations into a strategic growth driver.Hosted by Matthew Volm, Founder of RevOps Co-op, this conversation unpacks how to:Align cross-functional teams around shared revenue goalsBuild scalable systems that connect planning to executionContinually prove the value of RevOps to the C-suiteMove beyond tactical firefighting to long-term GTM leadershipThe conversation features: 🔹 Olga Traskova, VP, Revenue Operations at Birdeye 🔹 Jessica Kao, Senior Director, Marketing Ops & Martech (prev. Cloudinary) 🔹 Alana Kadden Ballon, VP, Revenue Operations at Sprout Social 🔹 Erin O'Leary, VP, RevOps & Enablement at BottomlineWhether you’re building a RevOps team or scaling one, this episode will challenge how you position your function—and show you how to lead from the center of GTM.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Welcome to a special edition of The Sales Compensation Show, where we’re breaking from our usual one-on-one deep dives to bring you live discussion from our RevOps Kickoff virtual conference.As you evaluate your GTM strategy at this phase of the year, this conversation gives you a real-time pulse on what’s top of mind for RevOps leaders at high-growth, enterprise-scale companies including HubSpot, Health Catalyst, and ZoomInfo.Facilitated by Forma.ai's own Deniz Karadadas we speak with Sowmya Srinivasan, Ali Rastiello, and Tessa Whittaker on the following topics:2025 Trends: How RevOps is adapting to changing market and tech landscapes2024 in Review: Key takeaways, tough lessons, and wins worth repeatingHow these leaders consider strategic balance: Managing short-term goals while building long-term valueTech Stack Optimization: Tools that actually drive execution across GTM teamsAnd Impact Measurement: Reframing how success is measured across departmentsGrab this panel, and all of the session recordings for your team over at https://www.forma.ai/webinar-info/revops-kickoff-2025 The Sales Compensation Show is handcrafted by our friends over at: fame.so

Sales planning and compensation are often treated as separate functions—but that separation comes at a cost. In this episode of The Sales Compensation Show, we explore what happens when you bring both under one roof.Our guest, Brandon Farb—Director of Sales Planning & Compensation at Allstate Canada and one of 2025’s Top 50 Sales Comp Leaders to Watch—shares how his integrated team drives alignment, agility, and frontline motivation.We dive into why siloed planning and comp lead to misaligned goals, how to design targets, quotas, and incentives that actually work together, the role of data and rep feedback in building better plans, what sellers really need to stay motivated, and best practices for your sales cadences.Brandon brings a deep background in underwriting, performance management, and operations—plus experience at Economical Insurance and Aviva Canada—to this conversation. His approach blends strategy, simplicity, and seller empathy in a way that’s rare—and actionable.---- show notes----📚 Book recommendation: Leveling Up by Ryan LeakConnect with Brandon Farb on LinkedIn: https://www.linkedin.com/in/brandon-farbThe Sales Compensation Show is handcrafted by our friends over at: fame.so