transcript
show notes
In this episode of Run the Numbers, CJ welcomes back Sid Kumar, who has led go-to-market through perpetual, cloud, SaaS, and consumption models at CA, AWS, HubSpot, and now Databricks. They cover how consumption changes the sales org, why customer success has an identity crisis, how to build a commission stack, and what ARR actually means. Sid also shares how AI is reshaping capacity planning and why he thinks annual planning is giving way to continuous planning.
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LINKS:
Mostly Talent: https://mostlymetrics.typeform.com/to/cLTxtAsN
Craig on Linkedin: linkedin.com/in/craig-bealmear-a375573
Oklo: https://oklo.com/
CJ: https://www.linkedin.com/in/cj-gustafson-13140948/
Mostly metrics: https://www.mostlymetrics.com
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TIMESTAMPS:
0:00 Cold Open
2:52 Go-to-Market
5:05 Perpetual, SaaS, Consumption
7:01 The Contract Isn’t the Moment of Truth
10:24 A Different Kind of AE
17:41 Customer Success’s Identity Crisis
20:23 Hunter vs. Farmer
22:44 Motion Specialization
23:50 Building the Commission Stack
28:07 CAC and LTV
29:54 What ARR Means
33:44 Pattern Matching With Data
38:13 Forecasting
38:59 Always Be Planning
41:10 AI and Capacity Planning
43:48 Will AI Change Sales Ops?
46:16 The Player-Coach Is Back
46:44 Getting Hands-On With AI
48:08 Hot Take on Annual Planning
#RunTheNumbersPodcast #Databricks #GoToMarket #SalesOps #ConsumptionPricing
