FP&A Unlocked

In this episode of FP&A Unlocked, host Paul Barnhurst and co-host Glenn Snyder sit down with Josh Miller to discuss effective sales compensation plans, aligning incentives with business goals, and avoiding common commission mistakes. They also explore balancing base salary and variable pay, setting realistic quotas, and improving collaboration between finance and sales teams.

Josh Miller is the Head of Sales Compensation at CVS Health and Managing Principal at OnTarget Incentives, LLC. With over 20 years of experience in sales compensation, he is a Certified Sales Compensation Professional (CSCP) through WorldatWork and a frequent writer and speaker on industry best practices. He holds bachelor's and master's degrees from Arizona State University.

Expect to Learn:
How to design sales compensation plans that drive the right behaviors.
Why finance, HR, and sales teams must collaborate.
How to balance base salary and variable pay.
Why commission caps and unrealistic quotas can discourage salespeople.
How to avoid common sales compensation mistakes.

Here are a few relevant quotes from the episode:
“I'm definitely not a fan of overall payout caps.” - Josh Miller
“You want it to be as clear and simple as possible, and that does not happen by default.” - Josh Miller

Josh explains why successful compensation plans start with clear sales responsibilities and realistic incentives. He also shares how simple plan structures, fair performance targets, and cross-functional collaboration can improve sales performance and prevent costly mistakes.

Follow Josh:
Website: ontargetincentives.com
LinkedIn: https://www.linkedin.com/in/jmilleraz/

Follow Glenn:
LinkedIn: https://linkedin.com/in/glenntsnyder

Disclosure: Portions of this episode (such as the introduction or promotional segments) use AI-generated voice narration produced under human editorial review.

Explore Lineos Reporting Intelligence:
Ready to transform financial reporting? See how Lineos Reporting Intelligence helps finance teams connect ERP data directly to Excel, access current data, and spend less time assembling reports.
Watch the Reporting Intelligence demo:
https://www.insightsoftware.com/lineos/resources/Reporting-intelligence-demo/?utm_source=thefpaguy&utm_medium=newsletter&utm_campaign=lineos-influencer-oct&utm_content=newsletter1

Earn Your CPE Credit
For CPE credit, please go to earmarkcpe.com, listen to the episode, download the app, answer a few questions, and earn your CPE certification. To earn education credits for the FPAC Certificate, take the quiz on Earmark and contact Paul Barnhurst for further details.

In Today's Episode:
[00:00] - Trailer
[01:17] - Hard Coded Opinion
[06:04] - Introduction to Josh Miller
[07:27] - What is a great FP&A?
[12:43] - Structuring Sales Compensation Teams
[17:18] - Sales Compensation Plan Design
[26:28] - Commission Sharing & Pay Structures
[34:49] - Compensating New Salespeople
[46:09] - Commission Payment Timing
[59:49] - Sales Compensation Resources
[01:07:24] - Closing Remarks & Thanks

In this episode of FP&A Unlocked, host Paul Barnhurst sits down with Mark Proctor to discuss why finance teams struggle with automation, how better data practices can improve reporting, and why FP&A professionals need to think beyond traditional Excel methods. Mark also shares his approach to using AI, building efficient processes, and creating more time for strategic business partnering.

Mark Proctor is the Director of Twenty Seven Solutions Limited, a Microsoft Most Valuable Professional (MVP), and the creator of Excel Off the Grid and Finance Team Accelerator. With 25 years of experience across accounting, financial reporting, FP&A, and business partnering, he helps finance professionals automate repetitive tasks, improve their Excel skills, and build more efficient processes.

Expect to Learn:
Why data skills are essential for modern FP&A professionals.
How better data structures can reduce manual Excel work.
Why end-to-end processes matter more than individual Excel features.
How to use AI effectively without relying on it for everything.
Why curiosity and influence are important for business partnering.

Here are a few relevant quotes from the episode:
“AI cannot fix it all for you. But that doesn't mean we shouldn't use AI.” - Mark Proctor
“The one piece of advice I would give is the first normal form inside a table in Excel.” - Mark Proctor

Mark explains why finance teams need to move beyond manual spreadsheets and adopt a data-first approach. By building better processes and using tools such as Power Query and Power Pivot, FP&A professionals can save time, improve reporting, and focus more on supporting business decisions.

Follow Mark:
LinkedIn: https://www.linkedin.com/in/markstephenproctor/
Website: https://exceloffthegrid.com/

Disclosure: Portions of this episode (such as the introduction or promotional segments) use AI-generated voice narration produced under human editorial review.

Explore Lineos Reporting Intelligence:
Ready to transform financial reporting? See how Lineos Reporting Intelligence helps finance teams connect ERP data directly to Excel, access current data, and spend less time assembling reports.
Watch the Reporting Intelligence demo:
https://www.insightsoftware.com/lineos/resources/Reporting-intelligence-demo/?utm_source=thefpaguy&utm_medium=newsletter&utm_campaign=lineos-influencer-oct&utm_content=newsletter1

Earn Your CPE Credit
For CPE credit, please go to earmarkcpe.com, listen to the episode, download the app, answer a few questions, and earn your CPE certification. To earn education credits for the FPAC Certificate, take the quiz on Earmark and contact Paul Barnhurst for further details.

In Today's Episode:
[00:00] - Introduction
[04:50] - Defining Great FP&A
[07:17] - Journey Into Accounting
[16:21] - AI in Finance
[22:32] - Data Challenges in Finance
[28:17] - Rethinking Excel
[31:30] - Data-Driven Processes
[38:24] - File Management & Version Control
[42:45] - Structured Data Basics
[45:44] - Improving Finance Processes
[50:29] - Essential FP&A Skills
[55:47] - Closing Remarks & Thanks

In this episode of FP&A Unlocked, host Paul Barnhurst sits down with Jon Laudie to discuss how FP&A can become a critical business function, why finance and operations need to work together, and how FP&A can prepare professionals for senior leadership. Jon also shares what he has learned from serving as both President and CFO of Zerorez and how that experience has changed his approach to leadership.

Jon Laudie is the President and CFO of Zerorez. He began his career in M&A and valuation before moving into corporate and operational FP&A roles at technology and consumer companies. His experience also includes investor relations, M&A integration, and building FP&A capabilities. Jon is also the co-author of Roots, Relationships and Results.

Expect to Learn:
How to build an FP&A function that the business values and trusts.
Why change management is critical to FP&A transformation.
How FP&A can prepare professionals for operational leadership.
Why trust and relationships are essential to effective leadership.
Which technical and soft skills can help FP&A professionals become CFOs.

Here are a few relevant quotes from the episode:
“If you're not bringing the people along with you, the change management is nearly impossible and FP&A is not going to be successful.” - Jon Laudie
“You have to be a strategic partner at the executive table.” - Jon Laudie

Jon explains that successful FP&A transformation starts by meeting the business where it is rather than immediately pushing best practices. Building trust through better data, visibility, and useful insights creates a foundation for more advanced planning and forecasting.

Follow Jon:
LinkedIn: https://www.linkedin.com/in/jonlaudie/
Website: rootsrelationshipsresults.com

Disclosure: Portions of this episode (such as the introduction or promotional segments) use AI-generated voice narration produced under human editorial review.

Explore Lineos Reporting Intelligence:
Ready to transform financial reporting? See how Lineos Reporting Intelligence helps finance teams connect ERP data directly to Excel, access current data, and spend less time assembling reports.
Watch the Reporting Intelligence demo:
https://www.insightsoftware.com/lineos/resources/Reporting-intelligence-demo/?utm_source=thefpaguy&utm_medium=newsletter&utm_campaign=lineos-influencer-oct&utm_content=newsletter1

Earn Your CPE Credit
For CPE credit, please go to earmarkcpe.com, listen to the episode, download the app, answer a few questions, and earn your CPE certification. To earn education credits for the FPAC Certificate, take the quiz on Earmark and contact Paul Barnhurst for further details.

In Today's Episode:
[00:00] - Finance Meets Operations
[01:32] - Jon’s Career Journey
[05:41] - Building FP&A at Zerorez
[10:19] - Change Management
[16:26] - President & CFO
[24:13] - Finance & Operations
[31:52] - Writing the Book
[34:32] - Leadership Lessons
[42:48] - Trust & Relationships
[51:18] - The “As Soon As” Trap
[56:46] - Skills for Future CFOs
[59:33] - Rapid Fire & Closing Thoughts

In this episode of FP&A Unlocked, host Paul Barnhurst sits down with David Den Boer to debate the future of enterprise performance management, Excel, and AI. They explore whether traditional EPM platforms are being disrupted, how AI could reshape forecasting and finance workflows, and why governance, transparency, and accountability still matter.

David Den Boer is the CEO and Founder of Column5 Consulting and Darwin Analytics. He began his career as an EPM administrator at a Fortune 500 company and later worked with OutlookSoft, which was acquired by SAP and became part of SAP BPC. With more than 20 years of experience in EPM, David works with large enterprises on performance management and develops practical solutions designed to help organizations get more value from their EPM environments.

Expect to Learn:
Why Excel and EPM platforms may be harder to replace than expected.
How AI is changing the build-versus-buy decision for finance technology.
Where AI can support forecasting without removing human accountability.
Why reproducibility, auditability, and governance still matter.
How finance teams should balance AI innovation with existing EPM systems.

Here are a few relevant quotes from the episode:
“There’s really no benefit to avoiding Excel.” - David Den Boer
“Everyone has to have an AI strategy as far out as they can see, which might be six months.” - David Den Boer

David explains that AI can significantly reduce the cost of building and extending finance solutions, but large organizations still need deterministic calculations, multi-user workflows, auditability, and clear accountability.

Follow David:
LinkedIn: https://www.linkedin.com/in/daviddenboer/
Website: https://column5.com/

Disclosure: Portions of this episode (such as the introduction or promotional segments) use AI-generated voice narration produced under human editorial review.

Explore Lineos Reporting Intelligence:
Ready to transform financial reporting? See how Lineos Reporting Intelligence helps finance teams connect ERP data directly to Excel, access current data, and spend less time assembling reports.
Watch the Reporting Intelligence demo:
https://www.insightsoftware.com/lineos/resources/Reporting-intelligence-demo/?utm_source=thefpaguy&utm_medium=newsletter&utm_campaign=lineos-influencer-oct&utm_content=newsletter1

Earn Your CPE Credit
For CPE credit, please go to earmarkcpe.com, listen to the episode, download the app, answer a few questions, and earn your CPE certification. To earn education credits for the FPAC Certificate, take the quiz on earmark and contact Paul Barnhurst for further details.

In Today's Episode:
[00:00] - Trailer
[03:46] - What Great FP&A Looks Like
[04:08] - Is Excel Dead?
[06:50] - Is EPM Dead?
[14:18] - Build vs. Buy
[18:40] - AI-Led Forecasting
[26:22] - Reproducibility & Auditability
[31:33] - The Cost of Change
[39:06] - AI & EPM Together
[45:24] - Skills & Closing Thoughts

In this episode of FP&A Unlocked, host Paul Barnhurst and co-host Glenn Snyder sit down with Valerie Martin to discuss how AI is changing FP&A, leadership, and business partnering. They explore why greater efficiency does not automatically create greater value and how finance teams can use AI without losing judgment, context, or trust with the business.

Valerie Martin is a Finance Executive specializing in FP&A and strategic finance, with experience across GTM, SaaS, AI, and value creation. A former Autodesk finance leader and San Francisco FP&A Board Ambassador, Valerie brings extensive experience in business partnering, finance transformation, and helping organizations make better strategic decisions.

Expect to Learn:
Why AI efficiency does not always create more value.
How AI is changing the skills FP&A teams need.
Why judgment and business context still matter.
How leaders should rethink training and development.
Why communication and trust remain critical in FP&A.

Here are a few relevant quotes from the episode:
“AI could help us get the answer faster, but you can't outsource accountability.” - Valerie Martin
“The measurement is about the value, not the production.” - Glenn Snyder

Valerie explains that AI can automate variance analysis, reporting, data cleanup, and other repetitive work, but faster production is only useful if teams turn that saved time into greater business value. As AI takes on more technical work, FP&A professionals need to strengthen their judgment, curiosity, business acumen, and communication skills.

Follow Valerie:
LinkedIn: https://www.linkedin.com/in/valerie-martin-342878/
Email: valsoniamartin@gmail.com

Follow Glenn:
LinkedIn: linkedin.com/in/glenntsnyder

Disclosure: Portions of this episode (such as the introduction or promotional segments) use AI-generated voice narration produced under human editorial review.

Explore Lineos Reporting Intelligence:
Ready to transform financial reporting? See how Lineos Reporting Intelligence helps finance teams connect ERP data directly to Excel, access current data, and spend less time assembling reports.
Watch the Reporting Intelligence demo:
https://www.insightsoftware.com/lineos/resources/Reporting-intelligence-demo/?utm_source=thefpaguy&utm_medium=newsletter&utm_campaign=lineos-influencer-oct&utm_content=newsletter1

Earn Your CPE Credit
For CPE credit, please go to earmarkcpe.com, listen to the episode, download the app, answer a few questions, and earn your CPE certification. To earn education credits for the FPAC Certificate, take the quiz on earmark and contact Paul Barnhurst for further details.

In Today’s Episode:
[00:00] -Trailer
[01:17] - Hard-Coded Opinion
[04:54] - How AI Is Changing FP&A Skills
[06:16] - Where AI Adds the Most Value
[13:51] - When AI Efficiency Doesn't Create Value
[15:03] - Judgment, Context & Accountability
[19:46] - Redesigning FP&A Work for AI
[20:51] - Why Communication Still Matters
[27:35] - Turning Saved Time Into Greater Value
[34:20] - What Differentiates Finance in the AI Era
[41:22] - How FP&A Professionals Stay Valuable
[46:27] - Closing & CPE Information