Varicent

Henry Coutinho-Mason closed out Unlock Live Boston by turning the audience into active participants in a live AI experience shaped in real time. Across London, Dallas, and now Boston, Henry challenged revenue leaders to think bigger about what changes as AI takes on more of the administrative work behind planning, operations, and decision-making, and where human judgment becomes even more valuable because of it. Using live input from our audience and AI-generated visuals, the session became a reflection of how people in the room see the future of their industry evolving. A huge thank you to Henry for joining us across all three Unlock Live events and bringing so much energy, creativity, and perspective to the conversation! 👏 #UnlockLive #VaricentUnlock

Your team gets smarter every planning cycle, but if the system around them doesn't capture what they've learned, that knowledge never compounds. We're down to Unlock Live's final Main Stage session! Here are the highlights: 💡 Varicent's CEO Marc Altshuller and Chief Growth Officer, Jason Loh took the main stage to share new research on why planning cycles keep resetting instead of building on what teams learned, and how AI is starting to change that by turning every decision into a signal the organization can build from. 💡 LPL Financial's Manish Dudeja, SVP of Technology and Head of Advisor Practice Experience, joined Jason Loh to share how LPL is removing friction and simplifying processes to help advisors move faster, make better decisions, and spend less time working around disconnected systems. 💡 Deloitte Digital's Abe Awasthi, Sales Transformation Leader, brought perspective on the fundamental shifts happening in commercial planning, drawing on Deloitte's experience helping hundreds of organizations navigate their commercial transformation journeys. The teams building revenue advantage create systems that learn, adapt, and improve with every planning cycle instead of resetting every quarter. #VaricentUnlock #UnlockLive

What does it take to build a data foundation the entire organization can rely on and design incentives that shape the right behaviors? Sandra Carvalho-Maroudas, CSCP, Senior Manager of Incentive Compensation and Vice President at Flagstar Bank, Trisha (Frazier) Mitschke, Manager of Sales Effectiveness at Motion, and Justin Rosenblum, Director of Commissions Transformation at Thomson Reuters, joined Varicent's Tom Bennett, Product Marketing Director, to share how they tackled fragmented revenue data head on. 🔎 Clean it up, build a single source of truth, and give every team a foundation they can stand behind. The payoff? Stronger forecasting, faster payouts, and cross-functional decisions that stick. KPMG's Josh Selembo, Director of Advisory, Sales Transformation, Danny Veksler, Managing Director, and Julian Villarreal, Manager of Sales Strategy & Operations, shared a framework for tying compensation to the behaviors that drive growth. 💡 Use accelerators, hurdles, and multipliers to steer sellers toward high-value motions. Simplify crediting rules and ramp structures so transitions between accounts and roles don't create disputes or slow down payouts. #VaricentUnlock #UnlockLive

Two sessions at Unlock Live Boston this afternoon tackled AI from different angles, and the common thread? AI in SPM delivers when the system underneath it is designed to move together. ♾️ Argano's David Kohari, Head of Advisory Services, and Konrad Michalewski, Manager of Solutions Architecture, made the case that trying to do everything at once is where AI investments lose momentum. Start with high-confidence use cases, scale as data maturity and governance catch up, and let the results compound. Sarah Van Caster, VP of Product Marketing at Varicent, and Michael Smith, Director of Solution Consulting at Varicent, showed what changes when planning, incentives, and performance run on one platform. Use GenAI to surface insights, model impact, and automate actions so you can intervene before problems compound. #VaricentUnlock #UnlockLive

What changes when Sales, Finance, and RevOps stop operating as separate functions and build one sales plan together?   Paula Lerke, Enterprise Sales Enablement Lead at Bayer, Terry Sember, Sr. Global Incentives Strategy Leader at Ingram Micro, and Varicent's Head of Research and Insight, Curtis Schroeder walked through what it takes to break down silos, align teams under a single operating model, and build a revenue plan that every function can stand behind. The shift isn't just structural. When planning and incentives connect, execution gets faster, friction drops, and teams stop working around each other. #VaricentUnlock #UnlockLive

Seth Marrs, Chief Strategy Officer at Sandler, opened this morning's Unlock Live Main Stage in Boston with a question, what does excellence in sales look like when AI is rewriting the rules of how teams plan, compensate, and perform? His framework came down to three things: capability, technology, and human judgment. Seth challenged the room to think about how each one needs to evolve, and where leaders should start. AI isn't a shortcut for comp admins and planning teams. It's the unlock that lets them reinvent how they operate. The efficiency AI creates should go toward redesigning how incentives work, not just running the same processes faster. As AI absorbs more of the technical lift, the teams that invest in soft skills will be the ones that stand out. #VaricentUnlock #UnlockLive

Unlock Live Boston is officially LIVE at The Westin Copley Place! Varicent's EVP of Customer Success, Nicoal Berryman, is kicking things off with a full day of sessions built around one idea: the teams pulling ahead aren't finding new sources of growth. They're redesigning their systems to unlock revenue already inside the business. Today is where they get the key. 🔑 Stay tuned for more updates throughout the day! #VaricentUnlock #UnlockLive

The months before planning season are the most overlooked window in revenue. Many teams treat them as maintenance: manage the sales plan, ride out the quarter, push the fixes to later.  The teams that pull ahead use these months differently. They start fixing what's on the list now. Our new guide, The Mid-Year Sales Performance Reset, gives you the blueprint. Five targeted sales plan fixes, one per month, that turn the problems you've been circling for years into changes you can take on without blowing up your quarter. Uncover what your scoreboard is hiding about performance. Map the friction between teams that's quietly costing you revenue. Build the exec case before someone else frames the problem for you. Simple actions you can take to make your job easier and set your org up for success. The teams that pull ahead next planning cycle start now. Download the 5-step guide today: https://lnkd.in/ev8c7bVT Want to watch your peers run these same changes inside their own orgs? Join our LinkedIn Group ⬇️ https://lnkd.in/e_4SMeeq

Your CEO decides to enter a new market and wants a full plan, fast. A decision like that requires coordination across teams that oftentimes aren't set up to plan together. The data sits with Sales, the decisions about talent sit with HR, the financial models live in Finance. When each team makes decisions in isolation, you can end up with territories that don't match headcount, quotas that don't reflect capacity, and incentives that reward the wrong behaviors. In financial services, those misses are especially expensive. SPM tends to be one of the largest costs in the business and one of the most customized parts of how a company competes. Trista Hannan, Area VP of Financial Services at Workday, explains how the Workday + Varicent partnership links decisions about talent, financial outcomes, and execution into one system, so performance keeps pace with the business without asking any team to compromise on what matters most to them. Learn more here: https://lnkd.in/gVj3adPP

AI is already running inside your revenue org. But what revenue is it driving? Our recent conversation with Pilar Schenk, Vice President Global Sales Ops at Amazon Web Services (AWS), Zachary Faithful, Deloitte Digital’s GTM Sales Transformation Leader, and Dana Therrien, Varicent's SVP of Commercial Transformation surfaced a consistent theme: measurable impact from AI starts with solving a specific business problem and embedding AI into the workflows teams already use. Here are three takeaways: Your AI ROI may already be underreported. Reps are already using AI in ways most organizations cannot see, which means leadership may only be measuring part of the picture. AI adoption has less to do with executive buy-in than user trust. Teams move faster when recommendations are transparent and users get something back. If AI requires reps to change how they work, friction usually wins. The strongest use cases improve the system around sellers before sellers ever touch the tool. Missed the webinar? We pulled together the biggest lessons and highlights from the discussion in our latest recap. Read it here: https://lnkd.in/eyN4SzxQ