Most companies transitioning from SaaS to consumption revenue quietly break their own model within a year. They introduce consumption on paper, but weight the comp back to bookings. They keep renewals as a defined event. And the whole thing collapses.

Jimmy O'Halloran, VP of Go-to-Market Strategy and Operations at New Relic, has spent his career navigating this exact transition — from EMC and Dell to Snowflake (a legacy consumption company) and now New Relic, where he's leading the shift from bookings-weighted to consumption-weighted comp under private equity ownership.

He joins GoToMasters for a conversation about what the pivot really requires. The zero-sum budgeting that rebuilds the org around the AE. The "ever-selling" principle that replaces the renewal event with continuous value delivery. The forecasting model that treats sales input as raw material for a predictive algorithm, not a purchase order. And why underselling — offering the customer less than they need — is the single most powerful lever in a consumption world.

He's equally direct on AI. His view: AI is a tool that raises the floor, not a transformation that replaces people. But it only works if the underlying CRM data is clean, and most people can't say that with a straight face.

If you're navigating the consumption revenue transition, redesigning comp for it, or trying to build a forecasting model that actually holds, this one's worth your time.