Gong. Clari. Chorus. All charging you six figures whether your number gets hit or not.
They put “32% higher win rates” all over their website then write a contract that collects regardless of whether that 32% ever shows up. If the ROI is that obvious, why won’t they bet on it?
So here’s a model I’m stress testing:
• $30/seat/month base
• 0.75% of closed revenue on deals the tool touched
• Capped at $2,500/rep/month
Vendor eats the downside. You share the upside. Stripe figured this out in 2010.
Two things I actually want to know:
1. Does the attribution problem kill this for you? If a rep closes a deal and the AI was involved, who gets credit — the tool or the rep who’s been working that account for 8 months?
2. Would a hard 20% win rate lift guarantee make this a instant yes? Meaning if the numbers don’t move, the revenue share never kicks in. Zero risk to you.
Or is the whole premise broken and you’d rather just pay the seat fee and avoid the conversation with your CFO about what percentage of a deal your software gets?
Brutally honest answers only.