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L2 · Behavioral ModelAligned

RM commercial outcomes ↔ CSM consumption outcomes

Should RM and CSM share metrics (joint accountability) or hold distinct primary metrics with a shared multiplier?

Initial hypothesis
Pod model with distinct primary metrics + joint NRR multiplier (10–20% of variable)

Distinct primary metrics keep accountability clear; joint multiplier keeps both roles pulling the same way on the account.

Positions (5/5)

  • RV
    RevOps VP· VP, Revenue Operations Supports

    Pod model is right. We tried fully shared metrics in '24 and it diluted accountability.

    3 days ago
  • SS
    Sales Strategy Lead· Sr. Director, Sales Strategy & Ops Supports

    Agree. Recommend the joint NRR multiplier sit at 15% of variable — enough to matter, not enough to swamp the primary.

    3 days ago
  • SL
    Solutions Lead· Director, Solutions Strategy Supports

    Endorse. SE assists should be visible in the multiplier, not a separate component.

    2 days ago
  • NA
    North America Sales Lead· Director, NAMER Existing Business Supports

    Works. Want clarity on what happens when RM and CSM disagree on account strategy — multiplier shouldn't paper over real conflict.

    2 days ago
  • EL
    EMEA Sales Lead· Director, EMEA Existing Business Supports

    Aligned. Will need clear escalation path documented in ROE.

    1 day ago