Check out his book, Game, The Plan. He published it back in 2014 in the heat of this as he was going public and then taken private by Vista here recently. Now looking to scale past their 16 hundred customers, driving ASPs up higher with additional acquisitions using the war chest. That is the Vista $14 billion machine behind him.

Hello, everyone. My guest today is Chris Cabrera. He found it exactly back in 2005,

and has since led the team from startup to IPO, now back to private equity-owned company at Vista.

Previously, Cabrera was SVP of operations for a company called Caledus, acquiring 100-plus

customers and leading a successful IPO. He holds a BS and an MA from USC in Santa Clara University. Chris, you ready to take us to the top?

I'm ready. All right. So I'm going to actually just go right in. My audience is pretty sophisticated

SaaS. One big debate I've had with many of the CEOs that have come on my show doing between

call it 60 and 120 million bucks in ARR that have really strong expansion revenue muscles is do you

incentivize the customer success team like you incentivize the

sales team with the base plus commission on expansion revenue they drive because you service this

market exactly and you see all kinds of incentive structures what are you seeing right now are these

companies incentivizing with the commission based structures on customer service teams well they're

not all doing that and you know kind of depends on what you're defining as customer service teams? Well, they're not all doing that.

And it kind of depends on what you're defining as customer service.

If you're talking about the renewals teams, we call them CAMs, customer account managers,

that are responsible to re-up the customers.

They are absolutely getting paid commissions very much like a sales rep base plus commission.

We're seeing that pretty across the board. If you're talking about customer service people that are more just

servicing the customers ongoing, they're not responsible for the renewals. We typically will see

bonuses in that area, but you won't see, typically, you won't see straight line commissions, you know,

with multipliers and kickers and presidents

club eligibility. So a lot of the things that are more standard in the sales

...