.avif)
In-person event  ·  By invitation
GTM OPS briefing series
Join us in San Francisco for our GTM ops briefing
Be part of a select group of sales compensation and GTM leaders for a half-day discussion on how leading organizations are evaluating — and adjusting — territory, quota and compensation decisions throughout the year.
IN PARTNERSHIP WITH:
Request a spot
Why this briefing
Sales planning can no longer be a once-a-year exercise
Hosted in person, this briefing will examine how shifting market conditions, seller productivity and revenue assumptions are putting traditional annual planning cycles under pressure.
Together, we'll explore how organizations can build the analytics,operating models and governance needed to evaluate (and responsibly refine) territory, quota and compensation decisions throughout the year, without creating constant disruption for the field.
25 seats
Deliberately small, peer-level room
5 hours
Working discussion and networking
Event details
Built for the people who own the operating model
Who should attend
This briefing is designed for leaders responsible for the decisions,systems and operating processes behind sales performance, including:
Discuss approaches, challenges and lessons with your peers.
What we'll discuss
Event agenda
Here's what you can expect
12:00 PM–1:00 PM
Lunch & networking
Guest arrival, lunch, and informal networking.
1:00–1:30 PM
State of business: Trends & signals shaping sales planning
How current macro and microeconomic trends are influencing sales planning assumptions across territory, quota, and incentives.
1:30–2:00 PM
Customer spotlight: Planning in practice
- A conversation with our customer host on how their organization approaches sales compensation and planning today
- Current priorities, challenges, and lessons learned as their planning approach continues to evolve
- Peer discussion and Q&A with attendees
2:00–2:45 PM
The shift to continuous sales planning
Why planning is no longer a once-per-year exercise and what’s driving the shift across territory, quota, and compensation.
3:00–3:45 PM
Operationalizing continuous planning
Analytics and governance models used to support ongoing evaluation and refinement of planning decisions throughout the year.
Speakers
Meet your hosts
Shawn Rossi
VP, Revenue Optimization Services, Forma.ai
Shawn works closely with enterprise organizations to maximize the effectiveness and agility of their sales incentive strategies. With 30 years of experience spanning industries—from tech and telecom to healthcare, insurance, and finance—Shawn has led transformation initiatives for some of the world’s most iconic brands, including Apple, Microsoft, Johnson & Johnson, Sysco, Marriott, T-Mobile, and FedEx. His deep expertise in quota setting, territory design, and incentive optimization makes him a trusted advisor to organizations navigating complex sales performance challenges.
Dr. Robert Bieshaar
Sr. Director, Go-to-Market Performance Management, Autodesk
A seasoned global compensation leader, Dr. Robert Bieshaar is renowned industry-wide for driving incentive strategy in complex software environments. At Autodesk, he leads worldwide incentive compensation with a blend of technical acumen and operational expertise Skilled in everything from IT strategy, to sales, revenue operations, and business intelligence, Robert holds a doctorate in Physical Chemistry—approaching comp design with both precision and strategic vision.
Venue & experience
Hosted in partnership with Autodesk
The Landmark @ One Market, Ste. 400 San Francisco, CA 94105, USA
IN PARTNERSHIP WITH FORMA CUSTOMER:
Reserve your seat
Connect with GTM operators in person
Come explore how leading organizations are building the analytics, decision frameworks and governance required to respond faster as planning assumptions change.