SaaStr 785: Usage-Based Revenue Models: Successes and Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential

The Official SaaStr Podcast: SaaS | Founders | Investors

In this episode of CRO Confidential, Lindsey Scrace, COO of Checkr and former CRO, shares her insights on refining Checkr's go-to-market strategy. She highlights her approach to spotting and tackling key opportunities, focusing on three main areas: utilizing data to track revenue trends and boost the bookings-to-revenue conversion, aligning sales incentives with revenue generation by transitioning from bookings-based to revenue-based compensation, and enhancing customer experience through better onboarding and implementation. Scrace underscores the significance of data-driven decision-making, aligning incentives with goals, and prioritizing customer success to drive revenue growth. Tune in for practical tips on enhancing sales processes and maximizing revenue in a usage-based SaaS environment.

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