The FP&A Guy Network

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 Future Finance, hosts Paul Barnhurst and Glenn Hopper discuss how AI is reshaping finance technology, whether traditional SaaS platforms are at risk, and how CFOs should approach software decisions. They explore when to buy existing solutions, build custom workflows, or use AI to improve finance processes without replacing core systems.

In this episode, you will discover:
How AI is changing the finance tech stack and challenging traditional SaaS.
When finance teams should buy software or build custom solutions.
What the Finance Stack Survey reveals about AI adoption.
Why agentic AI differs from traditional automation.
How data quality and integration affect AI success.

Paul and Glenn explain that AI can help finance teams automate tasks, connect systems, and access financial information faster. However, businesses still need dependable core software, clear data practices, and appropriate safeguards.

Follow Glenn:
LinkedIn: https://www.linkedin.com/in/gbhopperiii

Follow Paul:
LinkedIn: https://www.linkedin.com/in/thefpandaguy

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

Future Finance is sponsored by QFlow.ai, the strategic finance platform solving the toughest part of planning and analysis: B2B revenue. Align sales, marketing, and finance, speed up decision-making, and lock in accountability with QFlow.ai.

Stay tuned for a deeper understanding of how AI is shaping the future of finance and what it means for businesses and individuals alike.

In Today's Episode:
[01:24] - Is SaaS at Risk?
[03:38] - Choosing Core Finance Systems
[05:52] - Buy vs. Build
[07:55] - Finance Stack Survey
[10:51] - Understanding Agentic AI
[13:57] - AI Adoption & Software Satisfaction
[18:36] - Data Plumbing & Integration Challenges
[20:52] - Survey Findings & Closing Thoughts

In this episode of Financial Modeler's Corner: The ModSquad, Ian Schnoor, Paul Barnhurst, and Giles Male welcome Diarmuid Early to discuss how modern Excel features are changing financial modeling. They explore the benefits of dynamic arrays, LET and LAMBDA functions, and how these tools can make financial models more flexible, consistent, and efficient.

Diarmuid Early is the Founder of Early Days Consulting and an expert in Excel and financial modeling. He is an accomplished competitive Excel esports participant and an active contributor to the Excel community. He shares practical approaches to using dynamic arrays, LET, and LAMBDA functions to build more flexible, efficient, and reliable financial models.

Expect to Learn
How dynamic arrays improve flexibility and consistency in financial models.
How LET and LAMBDA functions simplify complex calculations.
Why Power Query is useful for connecting Excel workbooks.
How custom functions can improve model accuracy and auditability.
When modern Excel features create compatibility and modeling challenges.

Here are a few quotes from the episode:
“Lambdas can do crazy things, but you don't need them to do crazy things to be useful.” - Diarmuid Early
“For the guts of 40 years, one Excel formula returned one result, and now one Excel formula can return many results.” - Diarmuid Early

Diarmuid explains how dynamic arrays and LAMBDA functions can reduce repetitive work and help financial modelers build more adaptable models. He also highlights their limitations, particularly when dealing with circular dependencies, complex calculations, and older Excel versions.

Follow Ian:
LinkedIn - https://www.linkedin.com/in/ianschnoor/

Follow Giles:
LinkedIn - https://www.linkedin.com/in/giles-male-30643b15/

Follow Diarmuid:
LinkedIn - https://www.linkedin.com/in/diarmuidearly/

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

In Today's Episode:
[00:00] - Introduction
[10:44] - Modern Excel & Financial Modeling
[12:41] - Understanding Dynamic Arrays
[19:15] - Understanding LAMBDA Functions
[24:35] - Practical LAMBDA Applications
[33:16] - Benefits of Reusable Functions
[34:49] - LAMBDA Limitations & Compatibility
[38:48] - Making LAMBDA Models Easier to Audit
[43:10] - When Small Model Changes Become Big Problem
[46:21] - Resources for Learning LAMBDA

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 Future Finance, Paul Barnhurst and Glenn Hopper discuss how AI is changing the finance technology stack and what it means for CFOs deciding whether to buy new software, build custom solutions, or improve their existing systems. They explore whether AI could disrupt traditional SaaS platforms, where agentic AI is delivering value, and why core financial systems remain essential.

In this episode, you will discover:
Why AI is changing finance technology without replacing core systems.
What the Finance Stack Survey reveals about AI adoption.
The difference between agentic AI and traditional automation.
When finance teams should buy software or build custom solutions.
Why data quality, integration, and security matter for AI success.

Paul and Glenn emphasize that finance leaders should focus on solving real business problems rather than chasing new technology. The key is choosing reliable tools, improving data connectivity, and using AI where it delivers meaningful value.

Follow Glenn:
LinkedIn: https://www.linkedin.com/in/gbhopperiii

Follow Paul:
LinkedIn: https://www.linkedin.com/in/thefpandaguy

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

Future Finance is sponsored by QFlow.ai, the strategic finance platform solving the toughest part of planning and analysis: B2B revenue. Align sales, marketing, and finance, speed up decision-making, and lock in accountability with QFlow.ai.

Stay tuned for a deeper understanding of how AI is shaping the future of finance and what it means for businesses and individuals alike.

In Today's Episode:
[00:00] - Trailer
[04:21] - Is SaaS at Risk?
[10:27] - Buy vs. Build: Filling the Gaps
[11:09] - Finance Stack Survey Findings
[14:00] - What Is Agentic AI?
[18:20] - AI Adoption and Software Satisfaction
[23:36] - Data and Integration Challenges
[29:41] - Custom AI Solutions
[36:17] - The Future Finance Stack
[42:51] - Closing Thoughts