AJ Bruno describes a crawl-walk-run pricing approach: start by showing QuotaPath can run comp and save customers money on a flat platform fee. Once that works, review the customer's data and propose doing things differently next year to test further savings or gains. He says comp has always been about being a performance driver.

“let's just prove out that we can do this and save our customers money on a flat, go ahead and call it a platform fee. Once we're able to do that we can go back and look at that look at the data for those customers and then say like look let's do it this differently next year test this out.”

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