Why a Comp Plan Can Pay Out Clean and Still Miss
A comp plan can pay out like a record quarter even when bookings land at 61%.
AJ Bruno, co-founder and CEO of QuotaPath, joins hosts Adam Jay and Dale Zwizinski to work out who is accountable when it does.
They get into why AJ wants the CEO to sign off on comp, how short CRO tenure changes the pi…
Why a Comp Plan Can Pay Out Clean and Still Miss
A comp plan can pay out like a record quarter even when bookings land at 61%.
AJ Bruno, co-founder and CEO of QuotaPath, joins hosts Adam Jay and Dale Zwizinski to work out who is accountable when it does.
They get into why AJ wants the CEO to sign off on comp, how short CRO tenure changes the pi…
"We Will Die": Why QuotaPath Is Betting Everything on AI-Native Services ft. AJ Bruno (QuotaPath)
Want the playbook, not just the conversation? Subscribe for deep-dive, actionable breakdowns from every episode at unchurned.substack.com.
Can a nine-year-old SaaS company reinvent itself as an AI-native services business before the market leaves it behind?
On this episode of Unchurned, Josh Scha…
SPOTLIGHT: How CEO Sam Jacobs Is Redefining Pavilion's Identity | Sam Jacobs, Founder & CEO @ Pavilion
When Sam Jacobs founded Pavilion, formerly Revenue Collective, he set out to build a private community for operators in a startup world that traditionally celebrated founders and overlooked the people running the business. But as Pavilion grew to 10,000+ members, the very thing that made the commun…
AI Revenue Is Real. But Will It Last? | Amy Konary, Founder & Chair, Subscribed Institute @ Zuora
Amy Konary, Founder & Chair of The Subscribed Institute at Zuora, coined the term SaaS as an IDC analyst around 2000, when her first forecast sized the whole market at $40 million. She joins Sam Jacobs, AJ Bruno, and Asad Zaman for the first in-person Topline to ask whether AI company economics are…
$682M Public CEO: "The Magic of 80% Gross Margin" | CEO @ Yext, Michael Walrath
Michael Walrath, CEO of Yext, is back on Topline to explain how Yext went from breakeven to 31% EBITDA margins on an 80% gross margin business, after halving its headcount and using its balance sheet to buy back roughly 35% of every share it ever issued. He joins Sam Jacobs, AJ Bruno, and Asad Zama…
SPOTLIGHT: Untangling Tech Debt and Finding Product-Market Fit with Russ Mikowski of SurePeople | Russel Mikowski, CEO @ SurePeople
Russ Mikowski, CEO of SurePeople and longtime revenue leader in tech, never planned to become a CEO. Recruited to lead a 10-year-old company into its next stage of growth, he faced technical debt, an unfocused ideal customer profile (ICP), and the challenge of turning the company's potential into a…
The Man Who Led 100+ CROs (Even OpenAI's) | John McMahon - 5x Post-IPO CRO / The GOAT
John McMahon, a five-time public company CRO whose team at PTC created MEDDIC, joins Sam Jacobs, AJ Bruno, and Asad Zaman on building enterprise sales teams that last. Topics include the PTC lineage that has produced over 100 CROs, including OpenAI's Dali Rajic, why he hires on characteristics over…
"Zero Chance" AI Bubble Doesn't Pop (Here's Who's Safe) | Geoffrey Moore, Author & Venture Partner
Geoffrey Moore, author of Crossing the Chasm (over 1 million copies sold) and Zone to Win, and an advisor to the CEOs of Microsoft, Salesforce, and Cisco, joins Sam Jacobs, AJ Bruno, and Asad Zaman for a first appearance on Topline. Topics include whether agentic AI has crossed the chasm, why there…
The Great Tech Selloff (Silicon Valley Investor Explains) | Rajeev Dham, MD @ Sapphire Ventures
Before today's conversation, Sam, AJ and Asad share a few words in memory of Adam Robinson.
Rajeev Dham, Managing Director at Sapphire Ventures (a $10 billion venture firm), joins Sam Jacobs, AJ Bruno, and Asad Zaman to make sense of the recent tech selloff and what it means for AI investing. Topi…
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