From bookings to revenue: how Clarivate is rethinking sales incentives

What does it actually take to move a sales organization from bookings-based thinking to revenue accountability? In this episode, Heather Anderton, VP of Sales Operations and Enablement at Clarivate, joins Nabeil Alazzam to unpack Clarivate’s shift toward revenue quota, the change management behind it, and why the core comp plan often does more than layered SPIFFs ever will. It’s a candid conversation on incentive design, seller trust, and how sales ops and enablement can work together to make big change stick.