Clio's SVP of Global Sales, Jenny Dingus, joins Kyle Norton to talk about why the "people × quota" revenue planning model is terrible, and what they're using instead. Jenny shares how Clio's $1B acquisition flipped their planning model, how they forecast in high-uncertainty markets, and what "drawing the owl" looks like in real life. If you run revenue and you're tired of spreadsheet fantasy planning (or just want to know what two senior GTM leaders are thinking about these days), worth a listen! Thanks for tuning in! Catch new episodes every Wednesday. Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 02:15 Jenny's Career Journey from RingCentral to Clio 04:00 Vertical SaaS and Expanding Market Opportunity 06:10 Disruption, AI, and Modernizing Legal Tech 08:00 Educating a Skeptical Market on AI Adoption 10:15 The Myth of the "People x Quota" Growth Model 12:05 Why Linear Capacity Planning Still Persists 14:45 The Integrated Planning Alternative 17:10 Planning Amid Product Launches and Acquisitions 20:15 Quotas, Motivation, and Momentum in Sales Teams 23:00 Multi-Factor Revenue Planning and Emerging Markets 27:05 Managing Speculative Growth Bets and Reforecasting 31:10 Balancing Capacity and Demand in High-Growth Environments 34:40 Strategic Congruence: Playing the Right Company Game 38:30 Communication, Change Management, and Leadership Alignment 43:45 Inside Clio's Acquisition and GTM Integration Process 48:40 Leadership Communication Principles and "Feeling" the Message 52:00 Frontline Enablement During Massive Change 56:45 Building Continuous Feedback Loops and AI-Enabled Training 01:00:30 Quickfire: Lessons in Leadership, Humility, and Focus 01:04:00 Favorite Reads and Closing Reflections

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