The #2 Cost Line Breaking Your Margins

Why Your 2020 Comp Plan Can't Survive 2026

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Most SaaS comp plans were designed in 2020, when top-line ARR covered structural sloppiness. In 2026, the CFO has moved from approving comp plans to questioning them. This session is about what that shift is costing you.

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What’s In It For You?

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Most comp plans aren't broken in an obvious way.

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RevOps teams do essential work, but too much of it is operating around a plan that was never designed for where the business is now. You're running 2020 playbooks: flat % of ARR regardless of deal quality, unlimited accelerators with no shape modeling, territory overlays that double-pay for the same dollar of revenue.

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Matthew, Navin, and Jose aren't here to give you another framework. They're here to be specific about where 2020-era comp logic breaks 2026 margin math, where the real gains are, and what teams that have actually fixed it did differently.

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You'll see the full arc, from what's breaking to where you are to what to fix first:

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• The 2020 assumptions that no longer hold, and what each costs on your P&L
• The Comp Maturity Curve, a framework to self-place your plan
• The Comp Audit, to test whether your plan is working for or against you
• What margin-safe comp looks like in 2026, from Gong and 1Password
• First moves that don't require a full redesign
• Live Q&A

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You'll walk away with:

• A diagnostic to tell if your comp plan is paying for the right behaviors
• The language to explain comp's margin impact to a CFO or board member
• A maturity map to self-place your plan across 4 stages
• The anti-patterns that quietly leak margin and what each costs on your P&L
• First moves you can make before next year's plan is locked