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L4 · Measurement & AttributionDiverging

Committed (predictable) ↔ Consumed (real)

How do we weight committed revenue (predictable, attributable) vs. consumed revenue (the real economic outcome)?

Initial hypothesis
Hybrid weighting: 40% commit / 60% consumption; ramp HoH

Ensure wrap-around supports exist for revenue attribution, rep upskilling, pipeline hygiene.

Positions (5/5)

  • RV
    RevOps VP· VP, Revenue Operations Supports

    40/60 is the right starting point. Lean further into consumption as attribution infrastructure matures.

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

    Agree on 40/60. Want a documented trigger for shifting to 30/70 in H1 FY28.

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

    Endorse. SE compensation should mirror this split.

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

    60% on consumption creates rep cash-flow problems for accounts with seasonal usage patterns. Recommend 50/50 with quarterly smoothing.

    1 day ago
  • EL
    EMEA Sales Lead· Director, EMEA Existing Business Concern

    EMEA PAYG share is higher than NAMER. 60% consumption weight will produce more variance than the data supports yet. Suggest 50/50 for EMEA in H2.

    1 day ago