Unlock Live Boston

Organizational Physics: Uncovering the Friction Revenue Teams Feel But Can't Name

Every revenue leader knows the feeling. You tie yourself in a pretzel to implement organizational changes (redesigning comp, rebalancing territories, adding training, dashboards, SPIFFs) and ... nothing moves. The system resists.

You’ve been fighting this problem for years, but have never had a name for it. It’s called Organizational Physics. Most revenue organizations don’t just have strategy problems or people problems; they have physics problems. And organizations simply cannot tool their way out of bad physics.

This talk introduces an organizational model that makes the invisible visible. It outlines a diagnostic framework that covers how Organizational Physics works, where it tends to fail, and what interventions best target those failure points.

Breaking Silos: How Ingram Micro and Humana Aligned Sales, Finance, and RevOps Around a Single Revenue Plan

What actually changes when go-to-market alignment is real, not aspirational? Hear how Ingram Micro and Humana Inc. are connecting sales planning and incentives processes under a single operating model, eliminating cross-functional friction, and building a revenue plan everyone can stand behind.

From Idea to Impact: Bringing AI into your SPM Investment

This presentation defines a practical, results-driven approach to applying Varicent’s AI capabilities within Sales Performance Management (SPM), focused on sequencing investment to maximize business impact while minimizing execution risk.

Part 1: A Diagnostic-Driven View of Where to Start and How to Scale

AI value in SPM is unlocked through disciplined sequencing, guided by business need and organizational readiness, not by adopting everything at once. This framework ensures organizations start with high-confidence, high-return use cases and expand only as data maturity, adoption, and governance allow, accelerating time to value while avoiding overreach.

Part 2: From Strategy to Reality: Customer Investment and Outcomes

The roadmap is reinforced through real customer case studies showing:

How organizations prioritized SPM AI use cases
How investment decisions evolved across maturity stages The measurable outcomes achieved: improved operational effectiveness, faster decisionmaking, increased confidence in compensation programs, and tangible ROI.

Outcome:
Participants gain both clarity on how to invest and evidence that it works, turning Varicent AI from a conceptual initiative into a scalable, performance-driving SPM capability.

Orchestrating Growth: The Way We Work Has Changed

Orchestration is a powerful idea, but it can’t be achieved through traditional workflows or disconnected tools.

This session explores what is possible when plans, incentives, and performance run on one platform. Work is amplified by GenAI solutions that provide instant insights, model impact, and automate actions. Leaders can optimize plans, uncover untapped opportunities, and intervene before problems compound.

Behavior by Design: Building Incentives That Scale

Sales incentives should do more than pay for outcomes—they should systematically shape the seller behaviors your growth strategy depends on.

Yet many organizations struggle with compensation programs that become overly complex, difficult to communicate, and impossible to govern consistently across roles, regions, and growth motions. The result? Plans that create noise instead of focus.

In this breakout, KPMG will share a practical framework for redesigning incentive plans so they remain scalable, understandable, and tightly linked to strategic behavior change.

Attendees will learn how leading organizations connect compensation design, governance, and communication to reinforce the actions that matter most—from product focus and pipeline quality to account expansion, profitability, and new market penetration.

We’ll explore how to:

• Align incentives to strategic behaviors, not just lagging outcomes
• Simplify plan mechanics so sellers understand what actions drive reward
• Build governance models that scale across roles, geographies, and evolving business priorities
• Use accelerators, hurdles, and multipliers intentionally to shift behavior toward high-value motions
• Reduce friction in crediting, ramping, and account transitions without compromising fairness or control

Data Best Practices: Building a Trusted Revenue Foundation

Even the most ambitious revenue plans won’t work unless everyone works with the same data, AND that data is clean, reliable, and organized for maximum effect.

But how to do this at scale? Hear how Motion Industries and Flagstar Bank cleaned up fragmented revenue data, created one reliable source of truth, and unlocked better forecasting, faster payouts, and stronger cross-functional decisions.