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Revenue Brew

​​Companies today are standing at a pivotal crossroads, where the ability to thrive depends on embracing change. For rev org leaders and individual contributors powering the teams, resilience is built through tools, tactics, and adaptability in the face of change.

Join Revenue Brew and leaders across the rev org for actionable discussions about how to turn volatility into opportunity. You’ll walk away with strategies for managing burnout, creating more reliable forecasts, building stickier client relationships, and unlocking new sources of revenue—regardless of where you sit on the org chart.

The opportunity to build high-performing teams that stay motivated and adaptable is ripe. Learn practical ways to foster a sense of ownership and purpose, so shifting goals become momentum, not friction.

Forecasting doesn’t have to be a guessing game. Get tactical with signal-based methods and scenario planning, and discover how to use historical and real-time data to make smarter, faster decisions.

Navigating Client Relationships for Customer Success: 

Retention is the real engine of growth. Learn immediately applicable strategies for managing client expectations, improving communication during change cycles, and building trust that drives renewals, even as client priorities, budgets, and expectations evolve.

Embracing New Revenue Sources for GTM Teams: 

Revenue innovation is a necessity. Hear real examples of how modern go-to-market orgs are tapping into new revenue opportunities—through partnerships, product-led motions, community monetization, and more.

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Reimagining Revenue: Building Growth through Resilience

Beck Salgado

“Show me the incentive, and I’ll show you the outcome,” said the late great Charlie Munger. The longtime business partner of Warren Buffett was onto something. Incentive compensation can do a lot for a company in theory. It can motivate high performers to keep blazing new trails and help middling talent take the next step.

According to CaptivateIQ’s “2025 State of Incentive Compensation Management Report,” incentive compensation is both growing in popularity and becoming harder to perfect. 

The report found that 59% of companies are relying on incentive compensation to fuel growth in 2025, but outdated processes are holding many of these programs back from attaining that growth. 

There is also a lack of confidence in the durability of such programs: Less than 30% of leaders said their compensation strategy is very prepared for economic shifts and market volatility.

Moreover, companies seem to be scrambling to create effective comp plans: A combined 66% of companies answered that they have overpaid or underpaid commissions in the past year alone.

These findings aren’t solely for the attention of sales reps. One of the most striking trends from the report was the growing movement to expand incentive compensation plans beyond traditional consumer facing roles. 

Nearly three-quarters (72%) of organizations plan to expand incentive compensation programs to new departments, such as marketing, finance, and HR, over the next few years.

The report also found that reviewing and adjusting plans more frequently correlates with higher revenue performance: Companies reviewing performance weekly versus annually reported have almost double significant growth. Despite this, CaptivateIQ found that even intuitive adjustments are often overlooked.

The big takeaway seems to be that outdated processes are hampering business practices beyond just AI and technological innovation. Incentives may be a powerful tool for progression and productivity, but they need to exist in the correct framework to be effective.

Here are the biggest trends in incentive compensation

Some companies are struggling to perfect comp plans.

For the people behind the pipeline.

For the people behind the pipeline.