55: Mike Weir - Churn & Sales compensation to fight churn | PRODUCTEA with Leah, Growth & Senior Leadership

In this episode of PRODUCTEA, Leah Tharin interviews Mike Weir, a revenue leader, about aligning product, sales, and marketing for revenue growth. They discuss the importance of understanding customer behavior, using data to predict churn, and creating a product-assisted growth model. Weir emphasizes the need for a well-defined ICP (Ideal Customer Profile) and the strategic use of compensation plans to drive desired sales behaviors. The conversation also covers the role of product teams in generating sales opportunities and the transition from product-led growth to incorporating outbound sales efforts.

Outlines

Part 1: Introduction and AI Concerns

Part 2: G2's Marketplace and Churn Prediction

Part 3: Growth Strategies

Part 4: Sales and Compensation

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55: Mike Weir - Churn & Sales compensation to fight churn

PRODUCTEA with Leah, Growth & Senior Leadership

Part 1: Introduction and AI Concerns

Introduction to Revenue Growth Strategies and Mike Weir's Background

Addressing Misconceptions and Concerns About AI in Revenue Organizations

Part 2: G2's Marketplace and Churn Prediction

G2's Role as a Software Marketplace and the Importance of Public Perception

Churn Prediction and the Evolution of Customer Health Scoring

Specific Signals for Churn Prediction: Profile Completeness and Engagement

Prioritizing Alerts and Integrating Customer Health Data

Part 3: Growth Strategies

Build vs. Buy: Product's Role in Customer Education and Expansion

Expansion Strategies and the Transition to Product-Led Growth

Product-Assisted Growth and the Role of Outbound Sales

Defining Value and Aligning Product with Customer Outcomes

Part 4: Sales and Compensation

The Importance of Narrow ICPs and Aligning Them with Sales Strategies

Structuring Sales Compensation and the Role of Founders in Sales

Mutual Success Plans and Clawbacks for Bad Deals

Incentivizing Actions Correlated with Long-Term Revenue and Conclusion

55: Mike Weir - Churn & Sales compensation to fight churn

PRODUCTEA with Leah, Growth & Senior Leadership

Part 1: Introduction and AI Concerns

00:00Introduction to Revenue Growth Strategies and Mike Weir's Background

Introduction to Revenue Growth Strategies and Mike Weir's Background

03:08Addressing Misconceptions and Concerns About AI in Revenue Organizations

Addressing Misconceptions and Concerns About AI in Revenue Organizations

Part 2: G2's Marketplace and Churn Prediction

06:11G2's Role as a Software Marketplace and the Importance of Public Perception

G2's Role as a Software Marketplace and the Importance of Public Perception

09:54Churn Prediction and the Evolution of Customer Health Scoring

Churn Prediction and the Evolution of Customer Health Scoring

14:44Specific Signals for Churn Prediction: Profile Completeness and Engagement

Specific Signals for Churn Prediction: Profile Completeness and Engagement

17:23Prioritizing Alerts and Integrating Customer Health Data

Prioritizing Alerts and Integrating Customer Health Data

Part 3: Growth Strategies

22:58Build vs. Buy: Product's Role in Customer Education and Expansion

Build vs. Buy: Product's Role in Customer Education and Expansion

28:32Expansion Strategies and the Transition to Product-Led Growth

Expansion Strategies and the Transition to Product-Led Growth

33:33Product-Assisted Growth and the Role of Outbound Sales

Product-Assisted Growth and the Role of Outbound Sales

39:06Defining Value and Aligning Product with Customer Outcomes

Defining Value and Aligning Product with Customer Outcomes

Part 4: Sales and Compensation

42:22The Importance of Narrow ICPs and Aligning Them with Sales Strategies

The Importance of Narrow ICPs and Aligning Them with Sales Strategies

47:48Structuring Sales Compensation and the Role of Founders in Sales

Structuring Sales Compensation and the Role of Founders in Sales

52:34Mutual Success Plans and Clawbacks for Bad Deals

Mutual Success Plans and Clawbacks for Bad Deals

57:42Incentivizing Actions Correlated with Long-Term Revenue and Conclusion

Incentivizing Actions Correlated with Long-Term Revenue and Conclusion