With Salesforce now using a consumption-based pricing model for their new service, other companies might follow suit.
Matt Bertuzzi, The Bridge Group’s Director of Research and Operations, explains how this shift could impact sales strategies, team roles, and customer engagement. Matt goes in-depth on the pros and cons of a consumption-based pricing model and brainstorms new ways to keep sales teams motivated.

Curious about the future of B2B pricing? This episode will help you understand how consumption-based pricing could change how SaaS software is sold.
In this episode, you’ll learn:
How consumption-based pricing could reshape go-to-market strategies
Challenges of fairly compensating sales teams under new pricing models
Impact on customer relationships and revenue stability

Jump into the conversation:
(00:00) Consumption-based pricing with Matt Bertuzzi
(02:05) How consumption pricing impacts sales strategy
(10:29) Adjusting quotas and compensation for sales teams
(16:32) Customer relationships and retention
(18:37) The future of sales compensation models