Sales Planning for Consumption Models: A RevOps Toolkit

As more companies shift from subscription-based pricing to consumption and usage-based models, the rules of sales planning are changing fast.

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Quota setting. Capacity planning. Forecasting. Compensation design. Pipeline modeling. None of it works the same way when revenue depends on product adoption and ongoing usage rather than closed-won ARR alone.

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In this session, we’re sitting down with Werner Schmidt, CEO of Lative, Eddie Parkansky, Director of Sales Strategy and Planning at Intercom, and Sunil Mathew, Global Head of Sales Compensation at LinkedIn, to break down how modern RevOps teams are evolving their planning frameworks to support consumption-based growth — without losing predictability or control.

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You’ll learn:

• How consumption models change the fundamentals of territory design, quotas, and capacity planning
• What to measure when revenue expands post-sale (and how to forecast it with confidence)
• How to align Sales, Customer Success, and Product around shared revenue ownership
• Compensation design considerations for usage-based and hybrid models
• The RevOps dashboards and leading indicators that actually matter in a consumption motion

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Whether you’re fully usage-based or running a hybrid subscription + consumption model, this session will give you a practical toolkit to rethink your sales planning process for a world where revenue is earned over time — not just at signature.

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Expect tactical frameworks, real-world examples, and hard-won lessons from operators building and scaling consumption motions inside complex GTM orgs.

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