Varicent

Day 2 at WorldatWork | Global Nonprofit Sales Comp'26 is underway!

It’s been a whirlwind morning at Booth #311, connecting with sales and compensation leaders, catching up with familiar faces, and handing out a few “something blue” gifts along the way. 💙

There’s still plenty to come!

If you're at , join us at 1:15 PM, for Dana Therrien's session, Diagnosing Revenue Performance: A Systems Approach for Compensation Leaders, where he’ll explore why familiar fixes often fall short and how comp leaders can take a broader view of the decisions shaping performance.

Be sure to also swing by booth #311 to say hello to the Varicent team and see how enterprise teams connect quotas, territories, and incentives on a single, AI-native platform. 👋🏼

What a great first day at WorldatWork | Global Nonprofit Sales Comp ’26.

We kicked off Day 1 by tackling two big questions for comp leaders 👉 how to scale compensation operations without losing control, and how to keep incentives tied to business strategy.

⭐ Sheri Boyle, CCP, GRP of Fifth Third Bank and Varicent’s Dana Therrien led an interactive discussion on how comp teams can scale without losing control as plans and governance grow more complex.

⭐ Varicent's Curtis Schroeder joined leaders from Iron Mountain's Kelly Englisch and ZS's Anna Simon to explore what happens when a comp plan pays accurately but rewards behaviors the business never intended to prioritize.

We’re closing out the day by bringing customers, partners, and industry peers together at our sponsored evening reception. 🎉

A huge thank you to everyone who joined a session, stopped by Booth #311, or came out to connect with the Varicent team. We're looking forward to Day 2!

Henry Coutinho-Mason closed out Unlock Live Boston by turning the audience into active participants in a live AI experience shaped in real time.

Across London, Dallas, and now Boston, Henry challenged revenue leaders to think bigger about what changes as AI takes on more of the administrative work behind planning, operations, and decision-making, and where human judgment becomes even more valuable because of it.

Using live input from our audience and AI-generated visuals, the session became a reflection of how people in the room see the future of their industry evolving.

A huge thank you to Henry for joining us across all three Unlock Live events and bringing so much energy, creativity, and perspective to the conversation! 👏

Your team gets smarter every planning cycle. The question is whether your systems learn too.

Unlock Live Boston’s final Main Stage focused on what it takes to stop repeating the same planning problems every quarter and start building systems that improve over time.

Varicent's Marc Altshuller and Jason Loh, LPL Financial's Manish Dudeja, and Deloitte's Abe Awasthi shared perspectives on how AI, cleaner processes, and better connected planning models are helping organizations reduce friction, make faster decisions, and create systems that adapt with every cycle instead of resetting.

What does it take to build a data foundation the entire org can rely on and design incentives that shape the right behaviors?

Flagstar Bank, Motion Industries, and Thomson Reuters joined Varicent's Tom Bennett to share how they tackled fragmented revenue data head on.

🔎 Clean it up, build a single source of truth, and give every team a foundation they can stand behind. Stronger forecasting, faster payouts, and decisions that stick.

KPMG's Josh Selembo, Danny Veksler, and Julian Villarreal shared a framework for tying compensation to the behaviors that drive growth.

💡 Use accelerators, hurdles, and multipliers to steer sellers toward high-value motions. Simplify crediting and ramp structures so transitions don't create disputes or slow down payouts.

Two sessions at Unlock Live Boston. One clear takeaway 👇

AI in SPM delivers when the systems underneath it work together. ♾️

Argano’s David Kohari and Konrad Michalewski shared why AI initiatives stall when teams try to do everything at once. The better approach? Start focused, prove impact, then scale as your data and governance mature.

Varicent’s Sarah Van Caster and Michael Smith showed what changes when planning, incentives, and performance run on one connected platform, with GenAI helping teams surface insights, model impact, and act faster before issues grow.

What changes when Sales, Finance, and RevOps stop operating in silos and start building one sales plan together?

Paula Lerke from Bayer, Terry Sember from Ingram Micro, and Varicent’s Curtis Schroeder unpacked what it takes to align teams under one operating model and what changes when planning and incentives finally connect.

Ex*****on gets faster, friction drops, and teams stop working around each other.

AI is reshaping how teams plan, compensate, and execute. The leaders who will pull ahead are building systems that learn from every planning cycle instead of resetting each quarter.

Highlights from yesterday's main stage at Unlock Live Dallas:

💡 New research from Varicent revealed the gap between what revenue leaders know and what their systems capture, and a vision for how AI and SPM are converging to close it.

💡 McKesson's Winnie Roberts Maignan shared that the opportunity isn't to automate the work. It's to remove friction, create room for judgment, and help comp teams become stronger advisors to the business.

💡 KPMG's Kent Luton brought perspective on how companies are moving past AI experimentation in SPM and starting to embed it into how they operate every day.

The teams seeing the strongest results are building revenue systems that learn from every cycle and compound over time.

AI is reshaping how teams plan, compensate, and execute. The leaders who will pull ahead are building systems that learn from every planning cycle instead of resetting each quarter.

Varicent's CEO, Marc Altshuller and Chief Growth Officer, Jason Loh took this afternoon's main stage to share new research on the gap between what revenue leaders know and what their systems capture, and and a vision for how AI and SPM are converging to close it.

Here are a few highlights:

💡 McKesson's Winnie Roberts Maignan shared that the opportunity isn't to automate the work. It's to remove friction, create room for judgment, and help comp teams become stronger advisors to the business.

💡 KPMG's Kent Luton brought perspective on how companies are moving past AI experimentation in SPM and starting to embed it into how they operate every day.

The teams seeing the strongest results are building revenue systems that learn from every cycle and compound over time.