Clio's SVP of Global Sales, Jenny Dingus, joins Kyle Norton to talk about why the "people × quota" revenue planning model is terrible, and what they're using instead.

Jenny shares how Clio's $1B acquisition flipped their planning model, how they forecast in high-uncertainty markets, and what "drawing the owl" looks like in real life.

If you run revenue and you're tired of spreadsheet fantasy planning (or just want to know what two senior GTM leaders are thinking about these days), worth a listen!

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Chapters:

00:37 Meet Jenny Dingus, SVP Global Sales at Clio

01:44 From RingCentral to Clio: A Career Shift

02:33 Vertical SaaS, Legal Tech, and AI Disruption

06:47 Why the People x Quota Model is Broken

09:32 Building an Integrated Planning Approach

12:17 Planning Amid Acquisition and Product Expansion

15:43 Rolling Up to the Number: Monetization and Pipeline

19:43 Emerging Markets, New Segments, and Conservative Forecasting

23:46 Capacity, Demand, and Playing to Win the Market

30:34 Strategic Congruence and Cross-Company Alignment

33:26 Communication, Change Management, and Leadership Enablement

37:58 Acquisition Playbook: From Planning to Integration

43:56 Crafting Effective Company-Wide Communication

47:36 Making Strategy Feel Real for Teams

49:46 Leadership Alignment and Communication Sequencing

51:58 AI-Powered Sales Enablement and Change Support

53:16 Frontline Enablement and Post-Acquisition Training

57:00 Real-Time Feedback Loops and Continuous Learning

58:41 AI Roleplay and Coaching in Sales Development

01:01:15 Quickfire Round: Lessons, Books, and Leadership Advice

02:05:10 Closing Thoughts and Episode Wrap-Up

E53: Sales Capacity Planning That Doesn't Suck (Jenny Dingus, SVP Global Sales @ Clio)

The Revenue Leadership Podcast with Kyle Norton