Comp plans don’t just pay sellers—they steer your entire go-to-market motion. In this episode, GitHub’s VP of Global Revenue Operations & Enablement, Betsy Matthies, joins Forma.ai CEO Nabeil Alazzam to talk incentives, behavior design, and change management at leadership level. You’ll hear a real story of a comp overhaul that drove a double-digit lift, Betsy's “3 buckets max” rule for eliminating plan bloat, and the one prerequisite for AI in RevOps that too many teams skip.
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