Shows
The Revenue FormulaHow to build RevOps for hypergrowth (with Sean Lane, Founding Partner, Minot Light Consulting)From employee #75 to helping Drift become an over $1B valuation company, Sean Lane knows a thing or two about hypergrowth.In this episode, we talk to Sean about his RevOps journey and how to create a strategic team in fast-growing companies. Don't forget to listen to Operations with Sean Lane and check out his new company Minot Light Consulting.(00:00) - Introduction
(00:42) - Meet Sean
(01:30) - How Sean got into RevOps
(07:09) - Expectations and misconceptions of RevOps
(09:41) - What does "Strategic" RevOps actually mean?
(15:59) - The fiscal year flip
(26:07) - Planning is hard
(33:22...2023-10-1242 minThe Revenue FormulaStrategic Revenue Operations (With Mallory Lee, VP Operations at Nylas)What does strategic RevOps look like, and how do you manage revenue production from RevOps? That’s exactly what we discussed with Mallory Lee, VP Operations at Nylas.(00:00) - Introduction
(01:09) - Meet Mallory
(02:48) - The difference between RevOps and unified RevOps
(07:34) - Being a Strategic RevOps professional
(11:32) - Weekly forecast meetings
(15:39) - One KPI
(21:34) - How do you get time to be strategic?
(24:40) - Priorities, problems & solutions
(27:44) - Pipeline council
(34:31) - How to become proactive
(38:09) - You can be the first person
2023-09-1441 minThe Revenue Formula1 year in 30 min: 6 things you've missedOne year has passed, and maybe you've missed an episode or two. In this episode we've picked our 6 favorite takeaways and distilled them in a short 30 min episode. This is what we covered:(00:00) - Introduction
(01:56) - Quick review of year 1
(05:23) - 1: the 10% rule to double revenue
(08:57) - 2: CAC is useless
(12:08) - 3: Want sales consistenct? Try this
(18:19) - 4: 200 QBRs later, they're broken
(23:03) - 5: 1 thing to scale
(26:14) - 6: 5 efficiency plays you haven't thought of
2023-08-0829 minThe Revenue FormulaWhat you don't know but your competitors doDo your competitors know something you don't? Or are you actually smarter than they are?In this week's episode, we talk about the proper way to watch your competition, what to consider, and when it doesn't matter at all.2023-02-1428 minThe Revenue FormulaSpecial EP: The untold storyOn this special episode of The Revenue Formula, we go behind the minds of Growblocks and explain why we see revenue generation as a science, not an art.Toni talks about what turned his perspective around, how long it took to get there, and how we envision modern revenue operators today.2023-02-0831 minThe Revenue FormulaRun your GTM like a relay raceWith relay runners, each member's performance is critical if they win or lose. The same goes for your GTM teams.In this week's episode, we talk about how to establish accountability in your revenue engine and how to get everyone working on the same team. 2023-01-3131 minThe Revenue Formula5 left field growth plays in a downturnWinning by Design is predicting 2023 as "The largest revenue churn event in the history of SaaS." But just because we're in a downturn doesn't mean that you can't do anything about it.In this episode, we break down 5 non-obvious plays you can attempt this year to stand out from the competition. 2023-01-2429 minThe Revenue Formula0 Friction, 0 RiskCustomers want an easy way to buy from you, so why are we making it harder for them? Between no prices on your website, fluffy product descriptions and no buy-now options, a lot of B2B's are putting up roadblocks.In this episode, we examine the benefits of a 0 Friction 0 Risk purchasing journey, and how you can implement it into your funnel today.2023-01-1731 minThe Revenue Formula5 efficiency plays you haven't thought ofIt's 2023, and if you've been listening to everyone on social media, you'll know that you have to focus on efficiency this year. But what does that actually mean? What can you actually do?Don't let efficiencies be another buzzword this year. In this episode, we cut through the BS and give you 5 real ways you can drive efficiencies this year. 2023-01-1034 min