Clio's SVP of Global Sales, Jenny Dingus, joins Kyle Norton to talk about why the "people × quota" revenue planning model is terrible, and what they're using instead.

Jenny shares how Clio's $1B acquisition flipped their planning model, how they forecast in high-uncertainty markets, and what "drawing the owl" looks like in real life.

If you run revenue and you're tired of spreadsheet fantasy planning (or just want to know what two senior GTM leaders are thinking about these days), worth a listen!

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Chapters:  

02:15 Jenny's Career Journey from RingCentral to Clio  

04:00 Vertical SaaS and Expanding Market Opportunity  

06:10 Disruption, AI, and Modernizing Legal Tech  

08:00 Educating a Skeptical Market on AI Adoption  

10:15 The Myth of the "People x Quota" Growth Model  

12:05 Why Linear Capacity Planning Still Persists  

14:45 The Integrated Planning Alternative  

17:10 Planning Amid Product Launches and Acquisitions  

20:15 Quotas, Motivation, and Momentum in Sales Teams  

23:00 Multi-Factor Revenue Planning and Emerging Markets  

27:05 Managing Speculative Growth Bets and Reforecasting  

31:10 Balancing Capacity and Demand in High-Growth Environments  

34:40 Strategic Congruence: Playing the Right Company Game  

38:30 Communication, Change Management, and Leadership Alignment  

43:45 Inside Clio's Acquisition and GTM Integration Process  

48:40 Leadership Communication Principles and "Feeling" the Message  

52:00 Frontline Enablement During Massive Change  

56:45 Building Continuous Feedback Loops and AI-Enabled Training  

01:00:30 Quickfire: Lessons in Leadership, Humility, and Focus  

01:04:00 Favorite Reads and Closing Reflections