E59: Usage-Based Comp, AI, and the End of the SDR (Tyler Will, VP of RevOps @ Intercom)
Intercom's VP RevOps on reworking GTM after going AI-first: comp changes for usage-based pricing (MRR credit for overages), post-sales when monetizing resolutions, four comp principles, and using Claude Code to query Snowflake.
Listen on Apple Podcasts from 17:01 ↗
- Format
- Podcast
- Creator / show
- The Revenue Leadership Podcast with Kyle Norton
- Useful part starts
- 17:01
- Tools mentioned
- Claude CodeSnowflake
Summary notes
Notes from show description and chapters.
- 1:59 Shift focus from success metrics to input metrics.
- 17:01 Intercom's internal and GTM AI transformation.
- 20:01 Shifting to resolution-based pricing.
- 25:46 Evolving the CSM role for consumption.
- 28:53 Comp plans for usage-based revenue, incl. MRR credit for overages.
- 33:52 Core principles for variable comp design.
- 52:00 Restructuring RevOps and hiring GTM engineers.
- 56:44 Automating RevOps tasks with Claude Code.
Notes are our paraphrase of the source's show description and chapters, not a transcript. Spot an error? Tell us.
Get one sourced playbook a week
One email a week. Real deployments, sourced. Unsubscribe anytime.