Designing for Reality: Wayne Chiang on Consumption Comp, SPM Timing, and AI Self-Service

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Go To Masters Show

Conversations with GTM experts by Everstage

114 episodes

5 days ago

In the Go To Master Show podcast, we host industry leaders/experts to discuss the best practices and nuances in RevOps and GTM functions.

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In the Go To Master Show podcast, we host industry leaders/experts to discuss the best practices and nuances in RevOps and GTM functions.

Technology

Education,

How To

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Designing for Reality: Wayne Chiang on Consumption Comp, SPM Timing, and AI Self-Service

Go To Masters Show

28 minutes

2 months ago

Designing for Reality: Wayne Chiang on Consumption Comp, SPM Timing, and AI Self-Service

Wayne Chiang is the Director of Sales Compensation at Cribble. On this episode of the Go To Masters Show, he shares insights from over 20 years navigating sales comp across insurance, legacy tech, and high-growth SaaS startups.

How compensation design evolves from hyper-growth ARR focus to consumption-based stickiness models
Why companies should adopt SPM solutions the moment they create a sales comp function
The six-month symphony required to roll out comp plans that actually drive behavior

Connect with Wayne: LinkedIn
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