Beyond Strategy: How Telesign Rewired Its GTM and Compensation Model for a Consumption-Based Future

Going Beyond Consumption-Based GTM Strategy

Telesign’s tactical blueprint to fix role clarity, comp leakage, and forecasting for a usage-driven future.

‍

Often, SaaS and technology companies know the theory behind aligning sales incentives with consumption-based revenue. Execution is where it gets hard. Blurred roles, incentive misfires, and volatile usage can stall even the best-laid plans.

‍

In our previous webinar with Telesign, we unpacked the biggest challenges of sales compensation and GTM design in usage-based models, diagnosing where traditional approaches fail.

‍

This follow-up session shows exactly how those problems were solved. Telesign and RevenueShift share the concrete changes they made to restructure roles, redesign incentives, and bring forecasting under control in a global, usage-driven environment.

‍

We cover:

• How to create clear swim lanes between Sales, AM, and CS to remove duplication and drive accountability
• How to redesign incentives for ramp and retention: milestone payouts, payout phasing, and protection
• Why you should make customer success a deliberate revenue gatekeeper in usage-led models
• Why defining “new business” in net-growth terms prevents quota gaming and comp leakage
• How we forecast in volatile, low-commitment environments with a blend of data and field intelligence

‍

If you’re wrestling with GTM execution under a usage-based model, this is your playbook. 

Real-world policies, processes, and guardrails you can adapt to your own organization to scale revenue with clarity and control.