The Commission Corner - Learnings from CFOs, Sales leaders and RevOps - Details, episodes & analysis

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The Commission Corner - Learnings from CFOs, Sales leaders and RevOps

Gregor Koehler and Alexander Dosse (Founders of Centify)

Business

Frequency: 1 episode/8d. Total Eps: 16

Gäste aus den Bereichen Finanzen, Vertrieb und Revenue Operations teilen ihre Best Practices, warnen vor häufigen Stolperfallen und geben wertvolle Einblicke, wie man ein effektives Provisionsmanagement aufbaut. Echte Erfahrungen aus der Praxis.

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🇩🇪 #16 - Customer Centricity trifft RevOps, mit ⁠Maximilian Breitinger⁠ von CosmoConsult.

Season 1 · Episode 16

Sunday, September 14, 2025 • Duration 32:25

„Ich bin kein klassischer RevOps und genau das ist meine Stärke.“

In der neuen Folge von The Commission Corner sprechen wir mit Max, Global Process Owner for Customer Centricity bei COSMOCONSULT (Digital Process Integration & Data Harmonisation) – einem Unternehmen, das als Microsoft-Partner weltweit komplexe Lösungen rund um CRM, ERP und KI anbietet.

Was Max macht? Alles, nur eben anders.

Wie automatisiert er mit Business Process Agents den Account-Research direkt im CRM?

Warum ist Microsoft Dynamics für ihn das flexibelste CRM-System und was unterscheidet es von HubSpot & Salesforce?

Welche Rolle spielt CRM-Datenqualität in der Provisionslogik von CosmoConsult?

Und warum muss man als RevOps nicht alles können, aber wissen, wo man den größten Hebel hat?

Max gibt ehrliche Einblicke, erzählt, was bei CosmoConsult wirklich zählt, und zeigt, wie moderne Tools und menschliches Verständnis zusammen eine richtig gute Sales Engine formen.

🎧 Jetzt reinhören

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🇬🇧 #15 - Simple metrics, big impact: How a CFO drives saas growth, with Christian (CJ) Jessen (Formalize)

Season 1 · Episode 15

Sunday, September 7, 2025 • Duration 33:31

The Commission Corner - with our first CFO guest ever: Christian (CJ), dialing in from Denmark.

From building his own startup as a developer to investment banking at Citibank in NYC, C.J. brings a unique mix of tech and finance to the table. Now, as CFO at Formalize (formerly Whistleblower Software), he’s helping scale one of Europe’s most promising compliance startups.

What’s the story behind Formalize?

→ Started as a point-solution for whistleblower compliance, sparked by new EU regulations.

→ Transformed into a compliance operations platform serving SMEs that now face enterprise-level regulation.

→ Closed a €15M Series A to expand across Europe.

What makes Christian (CJ) different as a CFO?

→ Didn’t “grow up in finance” - started in tech, pivoted into banking, then back to startups.

→ Brings M&A and fundraising expertise from Wall Street straight into hyper-growth environments.

→ Thinks in systems: from Quote-to-Cash to long-term product dynamics.

Revenue, not complexity

→ For early-stage SaaS: ARR or MRR is the only metric that matters.

→ C.J. avoids over-engineered KPIs and keeps dashboards focused on sustainable growth drivers.

How does he view commission?

→ Strong believer in clear and simple commission plans - reps should instantly know what they earn per deal.

→ Incentives go beyond money: team-wide milestones, symbolic rewards (like a shared espresso machine), and moments that stick.

→ “You want reps to feel success - not calculate it in spreadsheets.”

Fundraising mindset

→ CFO isn’t in the spotlight – but behind every deck, model, and investor call.

🇩🇪 #14 - RevOps ohne Schnickschnack – Wie Magdalena Prantl Klarheit schafft beim 65 Mio. Series B Unternehmen FTAPI

Season 1 · Episode 14

Sunday, August 31, 2025 • Duration 30:36

"Es gibt im Revenue Operations keinen langweiligen Tag und genau das liebe ich daran!"

In der neuen Folge von The Commission Corner sprechen wir mit Magdalena Prantl, Head of Revenue Operations bei FTAPI, über ihren Weg in den RevOps-Bereich, Tool-Überdruss und was ein gutes Provisionsmodell wirklich ausmacht.

Ein paar Takeaways:

→ Karriere durch Zufall? Magdalena hat als Werkstudentin gestartet und ist heute Teamlead – weil sie Sales, Daten und Strategie liebt.

→ Tool-Flut im RevOps: 3-5 Tool-Pitches pro Woche, aber was bringt wirklich Mehrwert? Spoiler: eher Tool-Adoption als Tool-Kauf.

→ AI in der Praxis: Von datenbasierten GPTs bis zu Roleplays im Onboarding – was schon funktioniert und was (noch) nicht.

→ Provision mit Klarheit: Warum FTAPI bald auf ein modernes Tiering-Modell wechseln will.

→ "Salesprozess mit AI?" Nur, wenn es der Kunde nicht merkt. Persönlicher Kontakt bleibt USP.

Wer in RevOps denkt, wird in dieser Folge viel wiedererkennen.

Wer neu einsteigt, lernt eine Menge.

Danke Magdalena für die Offenheit, den Einblick in deine Arbeit und das klare Statement: „Sky the Limit“ – auch bei Provisionen.

🇬🇧 #13 - No Team, No Problem: Building RevOps from scratch, with Kristina Kardell (Kombo)

Season 1 · Episode 13

Sunday, August 24, 2025 • Duration 28:43

“Keep it simple and make it work.”

That’s the mindset Kristina Kardell brings to RevOps.

In episode 13 of The Commission Corner, she shares how she’s navigating the shift from a 200+ person org to being the solo RevOps lead at Kombo, an early-stage HR tech startup expanding into the U.S.

We talked about:

→ Why strategic thinking is non-negotiable in RevOps

→ The first 90 days: what Kristina focused on when joining Kombo

→ How to rethink comp plans for new markets—without killing motivation

→ The hidden cost of messy, unclear commission models

→ And yes: why uncapped commissions should be the rule, not the exception

If you’ve ever had to juggle growth, efficiency, and internal alignment across GTM, finance, and sales

-> this one’s for you.

Real talk about RevOps, compensation, and how to scale smart.

👀 Now live on Spotify, Apple Podcasts and Youtube.

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🇬🇧 #12 - Building RevOps from scratch: Lessons from Rayson Chia

Season 1 · Episode 12

Sunday, August 17, 2025 • Duration 32:28

"RevOps is making sure the people who make money, make more money."

What a statement – and what a conversation with Rayson Chia, Leading Revenue Operations at Pacmatics!

In this episode of The Commission Corner, Rayson shares:

→ How he’s building RevOps from scratch at Pacmatics – centered around People, Process & Performance (The 3Ps - mark them down!)

→ Why clean data matters more than having the perfect tool.

→ How a smart commission model increased the quality of demo meetings.

→ Where AI brings real value in day-to-day sales operations.

→ How Pacmatics serves two different ICPs with its marketplace and its platform.

→ And why incentive schemes should be revisited regularly – not set in stone.

Rayson offers rare insights into an industry that usually flies under the RevOps radar: packaging!

🎙️Tune in – this one’s worth it.

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🇬🇧 #11 - AI, Automation & GTM: How RevOps becomes a growth driver, with Nico López

Season 1 · Episode 11

Sunday, August 10, 2025 • Duration 36:09

In this episode of The Commission Corner, Gregor Koehler and I talked to Nicolás López, RveOps Manager at TheyDo - Journey Management, about his career move from investor to operator and why the startup world excites him more than private equity.

What’s inside:

→ What is “RevOps Strategy”

→ How automation and AI help minimize manual tasks and unlock strategic focus

→ Why RevOps is the glue between Sales, Marketing, CS, and Finance - not just a Salesforce admin

→ How Nico uses custom GPTs, automated outreach, and enriched lead insights to support the sales team

→ Why AI proficiency is now a must-have in TheyDo’s hiring process

→ And how TheyDo scaled their commission plans from spreadsheets to flexible, real-time systems

A raw and practical conversation on modern sales structures, AI-powered revenue workflows, and the evolving role of RevOps in go-to-market teams.

Tune in and let us know how you liked it 🚀

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🇬🇧 #10 - Commission Clarity & AI Superpowers – Petter's playbook at Sana

Season 1 · Episode 10

Sunday, August 3, 2025 • Duration 31:43

In this episode, we sat down with someone who's been part of Centify's journey from day one: Petter, Go-to-Market Lead at Sana and one of the earliest believers in our mission.

What started as feedback on a Figma prototype, now turned into a deep-dive into:

→ How Sana evolved from a learning platform to a dual-product AI company

→ The power of consultative sales and how AI enhances (not replaces) that process

→ Building global sales teams with smart, fair, and motivating commission structures

→ Why simplicity is the ultimate sophistication when designing incentive schemes

We also talked about he role of AI agents in everyday sales tasks, and what it really means to create product-driven growth, without sacrificing the human touch.

Petter's clarity on aligning incentives with business outcomes is gold for any sales leader scaling internationally.

Give it a listen! You’ll walk away with practical ideas and probably rethink your commission strategy.

Now live on Spotify, Apple Podcasts and Youtube 🚀

🇬🇧 #9 - Scaling enterprise sales with RevOps: Inside Swan’s GTM Engine, with Bastien Roche (RevOps)

Season 1 · Episode 9

Sunday, July 27, 2025 • Duration 32:30

🇬🇧 #9 - Scaling enterprise sales with RevOps: Inside Swan’s GTM Engine, with Bastien Roche (RevOps)

In our first-ever English episode, we sat down with Bastien Roche from Swan, a RevOps leader who bridges the gap between sales, marketing, and product.

What we covered:

→ Why RevOps is the backbone of scalable go-to-market teams

→ How Swan sells white-label banking to enterprise customers and what makes these partnerships work

→ The challenge of attribution in usage-based business models

→ Why RevOps must sell internally, just as much as sales sells externally

→ How AI is saving hours weekly across sales, KYC, and enablement

→ Why Bastien Roche champions uncapped commissions and quarterly targets, and how Swan handles complex sales comp in a usage-based world

Bastian’s key message?

“If you want to drive real impact in RevOps, you need to identify pain, sell change internally, and get people on board - with data, tools, and enablement. Oh, and AI doesn’t replace people. It frees them.”

🇩🇪 #8 - In einem Jahr von 0 auf 35 Mitarbeiter ohne Funding, Henri Nölle (CEO, Mango Partner)

Season 1 · Episode 8

Sunday, July 20, 2025 • Duration 31:38

In der neuesten Folge von The Commission Corner sprechen wir mit Henri Nölle, dem Gründer von Mango Partners – einem Sales-Dienstleister, der es in sich hat.

Mit gerade einmal 22 Jahren hat Henri in einem Jahr ein Team von über 35 Mitarbeitenden aufgebaut. Und wie? Durch kompromisslosen Fokus auf Kaltakquise, Sales-Exzellenz und ein klar provisionsgetriebenes Modell.

→ Warum bei Mango Partner Provision kein Add-on, sondern Geschäftsmodell ist
→ Wieso Hiring für Henri zur größten Challenge wurde
→ Warum gerade junge, unerfahrene Talente oft die besten SDRs sind
→ Was für ihn das Sales-Feuer entfacht – und wie man es am Brennen hält
→ Wie sie jetzt den US-Techmarkt angreifen wollen

Henri ist klar: Wer keine Pipeline aufbaut, bleibt stehen. Und er zeigt, wie man mit Sales-DNA, Mut und Teamspirit richtig Fahrt aufnimmt. Eine Folge für alle, die Sales nicht als Job, sondern als Leidenschaft sehen.

Jetzt reinhören und mitdiskutieren: Was ist für euch das stärkste Motivationsinstrument im Sales?

Checkt Henri hier ab: https://www.linkedin.com/in/henri-n%C3%B6lle-62b6531b8/

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🇩🇪 #7 - First Deals, klare Roadmaps: So baut Rufus Vertrieb in jungen Unternehmen und neuen Märkten auf

Season 1 · Episode 7

Sunday, July 13, 2025 • Duration 29:51

Wie schafft man es, Strukturen im Sales zu bauen, wo vorher keine waren?

In dieser Folge der Commission Corner sprechen wir mit Rufus, Interim Head of Sales und Gründer von Rufus-Sales, über seinen Weg beim Aufbau funktionierender Vertriebsstrukturen – speziell in der Energie- und Klimatech-Branche.

Rufus teilt:
→ Wie man Startups mit viel Vision, aber wenig Vertriebsstruktur auf Wachstumskurs bringt – mit klarer Roadmap und operativer Unterstützung.
→ Welche zwei Kundentypen besonders profitieren – vom First-Time-Founder bis zur Series A Company beim Eintritt in den deutschen Markt.
→ Die drei häufigsten Fehler beim Sales-Setup – und wie man sie vermeidet.
→ Warum Tools allein nichts bringen, wenn Prozesse fehlen – und worauf es wirklich ankommt.
→ Wie ein durchdachtes Provisionsmodell Teams motiviert, statt sie auszubremsen.
→ Und: Sein bester Trick gegen Ghosting. (Funktioniert in 7 von 10 Fällen!)

Diese Episode ist ein Muss für alle, die Sales-Strukturen nachhaltig aufbauen wollen.

Hier geht's zu Rufus: https://www.linkedin.com/in/rufus-walk/

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The Commission Corner - Learnings from CFOs, Sales leaders and RevOps - Details, episodes & analysis

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The Commission Corner - Learnings from CFOs, Sales leaders and RevOps - Details, episodes & analysis

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