Shows
The Revenue FormulaWhy no one cares about CS (w/ Mallory Lee)Most teams obsess over new business and ignore the people already paying them. That blind spot is killing retention, bloating acquisition costs, and making growth harder than it needs to be.In this episode, Toni sits down with Mallory Lee, a three time VP of Revenue Operations, to unpack why Customer Success is still treated like an afterthought and why that mindset breaks companies over time.(00:00) - Introduction
(02:35) - CS Teams are the Forgotten Child
(08:18) - The Customer Journey and Handoffs
(11:46) - Maintaining Customer Context
(22:02) - Product Usage Data and Signals
(26:30) - Building Trust...
2025-11-2554 minThe Revenue FormulaFor 2026, Don’t do more - Do better (w/ Koen Stam from Personio)Most teams think the answer to growth is simple. Add more. More markets, more products, more layers, more plays. The layer cake approach.It almost never works.It adds complexity, drains focus, and breaks what was already working.In this episode, Toni Holbein and Personio's Koen Stam talk about a better path. Instead of piling on new initiatives, fix the foundation. Improve the things that already drive revenue. Tighten ICP. Narrow focus. Sell better. Enable buyers. Strengthen the ecosystem around you. Document the process so the business does not depend on a few...
2025-11-1851 minThe Revenue FormulaIn Excel, Everyone Hits Quota (w/ Scott Domareck)Most misses in sales are baked into the plan before the year even starts.In this episode, Toni talks with Scott Domareck, a four-time VP of Sales who’s been through every phase of growth, exit, and burnout imaginable. Together, they break down the hidden mistakes that ruin annual planning long before execution begins.From massaged Excel spreadsheets to unrealistic ramp times and compounding assumptions that look great to investors but kill execution, they get real about what actually happens inside revenue planning season, and how to build a plan you can actually hit....
2025-11-1150 minThe Revenue FormulaWhy most AI in your GTM is BSAI in go-to-market is mostly bullshit.In this episode, Toni talks with Koen Stam, a senior sales leader at Personio and creator of GTMOS. They break down where AI is actually helping in sales, marketing, and customer success, and where it’s falling apart.They talk about why “AI SDRs” don’t live up to the pitch, why outbound emails generated by AI are useless without context, and why most teams don’t have the data or workflows to make AI perform. Koen shares how he uses AI at Personio for tasks like research, call prep...
2025-11-0450 minThe Revenue FormulaWhy you shouldn't internationalize (w/ Shantanu & Koen from Personio)Everyone dreams about taking their company global. But most teams have no idea how hard it really is.In this episode, Toni sits down with Shantanu and Koen from Personio to talk about why expanding into new markets can easily sink your go-to-market strategy. They’ve both helped companies like Gong, LinkedIn, and Personio grow across borders, and they’ve got the scars to prove it.They dig into what founders get wrong about international expansion, how to tell if your product actually fits a new geography, and why “just translating the website” is never en...
2025-10-2850 minThe Revenue FormulaHow to Hire Salespeople in 2025Most companies still hire salespeople wrong in 2025.They rely on resumes, gut feeling, and vague interviews instead of testing real skills. In this episode, Raul and Toni explain why that approach fails and how to replace it with a system that actually works.They break down a practical process to identify what you really need, define the skills that matter, and test candidates in realistic scenarios. No fluff, no guesswork, just a repeatable way to hire people who can actually sell.This episode is brought to you by ZoomInfo, the Go-To-Market Intelligence Platform...
2025-10-2147 minThe Revenue FormulaHow to Create a $5M ARR AE with AIWhat does the future AE look like in the age of AI?Toni and Raul break down how AI could transform sales productivity, reshape go-to-market structures, and create the $5M ARR AE. From hyper-optimized workflows to the rise of the “celebrity AE,” this episode explores three new models that redefine what top performance looks like.This episode is brought to you by Evergrowth — Their Agentic GTM Workspace enables revenue teams to collaborate and win with AI-powered teammates, breaking down silos and helping B2B teams grow smarter with fewer resources. Want to work wit...
2025-10-1441 minThe Revenue Formula$1.2B ARR CRO on AI in GTM (w/ James Roth from ZoomInfo)James Roth, CRO at ZoomInfo, joins Toni to break down how AI is reshaping go-to-market. From the collapse of inbound demand to the rise of intelligent outbound, he explains how teams can stay efficient, use AI without the hype, and turn data into real impact.We also talk about ZoomInfo’s $1.2B ARR growth, the myth of “AI-native” startups, and what go-to-market intelligence actually means in 2025.Want to work with us? Learn more: revformula.io(00:00) - Introduction
(01:38) - ZoomInfo's Growth and Public Perception
(06:45) - AI's Role Today
(10:04) - ZoomInfo's Approach to AI and...
2025-10-0753 minThe Revenue FormulaChris Walker on why you should look for a new jobFeeling burned out or stuck in your job? Chris Walker says the real problem might not be your boss or your paycheck, it’s the frequency you operate in.In this episode, he shares with Toni how trusting his intuition led him to sell Refine Labs and step away from the company he built, and why he believes we’re leaving the Information Era and entering a new “Frequency Era,” where your energy and mindset matter more than credentials or experience. Chris explains the six tiers of frequency, what it takes to move beyond stress and burnout, and how...
2025-09-301h 11The Revenue FormulaThe Health Routine to fix your PipelineLeaderrs rarely talk about their own health even though it drives every decision. Toni and Raul share their own experiences and what they learned from interviews with 17 founders and C-level leaders about mental and physical habits.They dig into how stress, sleeplessness and company performance feed into each other, how common burnout and anxiety really are, and why so many leaders slip into drinking or other forms of self-medication without noticing.(00:00) - Introduction
(06:45) - Mental sealth statistics among founders
(09:33) - Physical Health and Company Performance
(11:53) - Stress and sickness correlation
(16:17) - Do we self...
2025-09-1650 minThe Revenue FormulaConversation: What’s Overhyped and Underrated in Revenue today (w/ Todd Busler, CEO of Champify)AI SDRs, pipeline starvation, and overhyped tools dominate today’s revenue conversations. But how much of it actually works in practice?Toni sits down with Todd Busler, CEO of Champify, to cut through the noise. They dig into the reality of AI in sales, the pressure to chase shiny tools, and why short-term thinking is breaking go-to-market strategy. Todd also shares the underestimated challenges of founding a company and where he sees real opportunities for growth.(00:00) - Introduction
(01:11) - Todd's Journey to Founding Champify
(06:48) - Challenges in Go-to-Market Strategies
(10:44) - The Reality of AI...
2025-09-0356 minThe Revenue FormulaWhat Video Games Taught Us About Fixing Companies: LevelsWhat do video games have to do with business growth? More than you think.In this episode, Toni and Raul explain how their gaming past helps them spot company issues almost instantly. Using the idea of levels, just like in video games, they show why businesses get stuck, how to know what level your company is really on, and what it takes to move forward the right way.Want to be a guest on the show? Learn more at revformula.io(00:00) - Introduction
(06:53) - Levels Explained
(11:53) - Hiring the Right People at...
2025-08-1937 minThe Revenue FormulaNo One Wants to Touch Pricing. Here's why You Should.Nobody wants to touch pricing. It’s political, it’s messy, and if it goes wrong, everyone remembers who led the project. But here’s the thing—when it works, it really works.In this episode, Toni and Raul talk about why pricing changes freak people out, what actually happens when you go through with them, and how even small tweaks can drive serious revenue. They’ve both run pricing projects that paid off big, and they’ve got the scars to prove it.If pricing’s been on your to-do list forever but you keep punti...
2025-07-2233 minThe Revenue FormulaNot All Consultants Are Worth It (Here’s How to Tell)Not all consultants are worth it. Some drive real impact. Others just burn your time and budget.In this episode, Toni and Raul dive into how to tell the difference. They break down when it actually makes sense to bring in outside help, how to vet someone properly, and the biggest red flags to avoid.You'll learn why consulting is a real skill, what good execution support looks like, and how to think about pricing and value. (00:00) - Introduction
(02:48) - Do you actually need consultants?
(05:22) - The consulting relationship with startups
(08:29) - I...
2025-07-0837 minThe Revenue FormulaHow to not do outbound in 2025 (and what to do instead)Is outbound dead? Not exactly. But it is changing fast.In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where smart teams are still seeing success.We also talk about the rise of “new world SDRs,” how AI tools are changing prospecting, and how to use spiffs to actually build skills, not just spike activity. If you lead...
2025-06-1738 minThe Revenue Formula25% of SaaS Execs Are on the Bench. Here's Why.Why are so many SaaS executives struggling to get hired?In this episode, Raul and Toni dive deep into the surprising stat that 25% of Pavilion members—many of them seasoned SaaS execs—are currently “on the bench.” We explore what’s really going on in the market, how layoffs and short stints are damaging even top-tier CVs, and why CROs are applying for AE roles just to stay in the game. We also talk mental health, the rise of “consulting” as a placeholder, and whether now might be the time to walk away from SaaS altogether. If...
2025-06-0330 minThe Revenue Formula$10M ARR per founder. No Employees. All Agents. (with Amos Bar-Joseph)What if a company could hit $10M ARR per founder—with zero employees? In this episode, Amos Bar-Joseph (CEO of Swan) joins Toni to break down their radical vision: scaling to $30M ARR with just three founders and an army of AI agents. They unpack what it really means to run an "autonomous business," why headcount isn't always the answer, and how AI is transforming go-to-market strategy from the inside out.If you're a founder, CRO, or GTM leader, this one's for you. Never miss a new episode! join our newsletter at revenueformula.subs...
2025-05-2743 minThe Revenue FormulaHere are two simple ways to reduce burnNeed to be more efficient in your GTM? Then it's time to get serious about your burn rate.In this episode, Mikkel and Toni break down some tactics you can start now to get your finances in line.(00:00) - Introduction
(02:42) - Reducing Burn
(09:02) - Mastering Payment Terms for Cashflow
(12:07) - Strategic Pay Raises and Salary Bands
(14:32) - Effective Use of SPIFFs
(16:31) - Navigating Budget Challenges in Recruitment
(18:47) - Optimizing Sales Commissions and Performance
(23:12) - Balancing Owned, Earned, and Paid Marketing Channels
(27:28) - Reevaluating Tool Investments for Cost Efficiency
***Connect with...
2024-10-1532 minThe Revenue FormulaAre warrants a scam? Here’s what you need to knowBetween bad leaver clauses, dilution and liquidation preferences, we're willing to bet most folks out there don't understand their warrants. And who can blame them?In this episode, we break down the complexities of warrants in compensation packages and answer the question: Are they worth it? Or are they just a scam?(00:00) - Introduction
(02:13) - Understanding Warrants: A Potential Scam?
(04:22) - Warrants as Compensation: Myths and Realities
(12:33) - The Complexities of Dilution and Liquidation Preference
(20:14) - Negotiation Strategies and Secondary Markets
(24:56) - Conclusion and Final Thoughts
***Connect with us
2024-10-0826 min
The Revenue Formula7 GTM problems everyone has, and how to fix them (with Eddie Reynolds)What if we told you there are 7 simple mistakes companies make over and over again?From the misalignment between sales and marketing to the mishandling of inbound leads, Eddie Reynolds joins us to shed light on why these mistakes happen, and how to avoid them.(00:00) - Introduction
(04:16) - Transition to SaaS Companies Discussion
(05:10) - The Importance of a True Revenue Leader
(06:56) - Challenges in Marketing and Sales Alignment
(16:43) - Inbound Lead Routing Issues
(23:35) - Inbound vs Outbound Pipeline Expectations
(24:06) - Challenges with Quota Attainment
(24:15) - The Role of CFOs in Sales Planning
(24:36) - Understanding...
2024-10-0345 minThe Revenue FormulaTo prevent burnout, this could be the answerDo you recognize this in yourself or someone else: You're working hard. More than what's required. You're rxtremely busy, but at the end of the week, you're just not sure what you actually got done.Yes, that really hurts. And eventually, you'll burn out. The solution? Getting productive as F...(00:00) - Introduction
(02:29) - Stress, burnout and productivity
(08:06) - Keeping an inventory
(08:26) - Waiting for list
(10:54) - Fixing sleep with a list
(12:00) - A not to do list & the endless backlog
(14:47) - Weekly updates
(17:58) - Context Switching
(22:42) - Interruption
(25:52) - Take control of your calendar
2024-10-0132 min
Revenue BrothersIntern to CRO - The Toni Hohlbein Story | #035Ever wondered how a near-firing can lead to a top executive role? Raul and Toni take a deep dive into Toni's career journey. From his beginnings as a struggling part-timer in Copenhagen to becoming the Chief Revenue Officer at Falcon. Plus, a candid discussion of mistakes made and lessons learned along the way. (00:00) - Introdcution
(03:13) - Toni's Origin Story
(06:32) - Life in Copenhagen vs. Germany
(10:20) - The Falcon Journey
(15:39) - From Intern to CRO
(21:32) - Lessons and Reflections
2024-09-2731 minThe Revenue FormulaDo we have a tenure problem in tech?Yes. Tenure for tech is relatively bad when comparing to other industries. But is that a problem? And if so, how do we fix it? This and more we get into in todays episode(00:00) - Introduction
(02:41) - After 3 years, half your team has moved one
(07:02) - Boomers, millenials and different tenures
(12:18) - The problem short tenure creates
(13:10) - Employee Acquisition Costs
(14:23) - The Hidden Costs of Recruitment
(15:42) - Onboarding and Ramp-Up Time
(17:53) - The Importance of Employee Tenure
(20:43) - Strategies to Increase Employee Retention
(23:14) - Analyzing Employee Churn
***Connect with u...
2024-09-1731 minThe Revenue FormulaHow to build & replicate stellar sales teams (With Collin Cadmus)What does it take to build a succesful salesteam? And what does it take to replicate it? That's what we talk with Collin Cadmus about.(00:00) - Introduction
(04:08) - Sales Success and Product Quality
(09:28) - Identifying a Great Product
(14:54) - Building a Strong Sales Team
(20:55) - Replicating Successful Sales Teams
(21:36) - Setting Attainable Quotas
(22:12) - Incentivizing High Performance
(23:39) - Scaling Sales Teams Efficiently
(32:39) - Aligning Strategy with CFOs and Investors
(42:02) - Adapting to Market Conditions
***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺...
2024-09-1246 minThe Revenue FormulaIs it time to merge inbound and outbound?When folks run outbound, they eventually also run inbound. But should those motions really be separate? What would happen if they were merged? And what problems would it resolve?This and more we discuss in todays episode(00:00) - Introduction
(00:42) - Hunting Challenges and Reflections
(02:43) - Transition to Business Discussion
(02:59) - Outbound vs Inbound Marketing Debate
(03:42) - Month-End Process and Opportunity Review
(04:47) - Challenges in Marketing and Sales Collaboration
(06:12) - Revenue Attribution and Commission Issues
(10:16) - Strategies for Demand Generation
(10:56) - Combining Inbound and Outbound Efforts
(19:41) - Lead Scoring and SDR Integration
(26:22) - Final Thoughts...
2024-09-1030 minThe Revenue FormulaDoes your data have credibility issues? (With Lindsay Cordell)That's not the number I have. How did you calculate it? What field did you use!!?. Data promises amazing insights and great decision making.But more often than not, we tend to not trust the data. That's why we talk about data trust with Lindsay.(00:00) - Introduction
(02:24) - Data Trust Issues
(03:56) - Common Data Quality Problems
(11:27) - Impact of Data Issues on Business
(14:57) - Manual Data Correction Challenges
(19:46) - Analyzing Opportunity Age in Salesforce
(21:10) - Handling Imperfections in Data
(22:32) - Outlier Management with Advanced Technology
(25:10) - Building Trust in Forecast Numbers
(27:45) - Creating a...
2024-09-0545 minThe Revenue FormulaCustomer Success isn't a profit center - here's whyYes, customer success should be a profit center. But for many companies, it's just not.In this episode, we discuss why that's the case - and why it's not just a quick fix. We do share some tips to make it a profit center though.(00:00) - Introduction
(03:01) - Challenges in Customer Success
(05:18) - The Reality of Upselling
(08:22) - Cultural Differences in Sales
(11:37) - Strategies for Effective Upselling
(14:37) - Do you have GTM fit?
(24:13) - Real examples
***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenue...
2024-09-0329 minThe Revenue FormulaCreating a growth model for SaaS (with Anthony Enrico)The fastest growing companies use growth models. You probably already have one - but is it fully built out? Does it really work?In this episode, we talk with Anthony who's build quite a few.(00:00) - Introduction
(02:43) - Diving into Growth Modeling
(11:39) - Challenges and Pitfalls in Growth Modeling
(16:08) - Understanding Pipeline Needs
(17:35) - Challenges in Planning and Execution
(19:49) - Involving the Right People in Growth Planning
(23:49) - Building a Comprehensive Growth Model
(27:01) - From Planning to Execution: OKRs and KPIs
(28:56) - Real-World Growth Model Case Studies
(39:41) - Final Thoughts and Takeaways
***
2024-08-2941 minThe Revenue FormulaGTM Inflation & the cost of doing nothingYes, inflation can be boring. No, you can't ignore it even in the GTM teams. We discuss what problems inflation is creating - and what to do about it.(00:00) - Introduction
(01:20) - SaaS and GTM inflation
(06:18) - Rising Costs and Business Adjustments
(09:57) - Understanding Value Pricing in SaaS
(11:00) - Check your T&Cs
(13:50) - Using Price Increase Wisely
(18:54) - Communicating Price Increases to Customers
(25:11) - Case Study: Effective Price Increase Strategies
MentionsWil ReynoldsCarta's Peter Walker on salary & inflation***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenue...
2024-08-2727 minThe Revenue FormulaHere's how AI is changing sales (With Kyle Coleman)Will AI replace your sales team? Can it? Should it? What is AI even? This and much more, we talk with Kyle Coleman about.He's CMO at copy.ai, so he knows a thing or two about AI.(00:00) - Introduction
(02:38) - AI in Sales: Initial Thoughts
(03:26) - What's AI changing right now?
(04:30) - Challenges with AI SDRs
(07:24) - Future of AI in Sales
(14:07) - Account strategy plans with AI
(17:34) - Systematic Sales Process
(24:20) - Maximizing Sales Efficiency with AI
(24:59) - Getting Started with AI in Sales
(25:44) - Crafting Effective Emails with AI
(28:11) - Leveraging...
2024-08-2245 minThe Revenue FormulaChallenger brands: Forcing people to pick a sideWhat does a SaaS company, an airline and an oatmilk company have in common? They're challenger brands. And it can be a pretty powerful strategy you can take as a brand.We run through real examples and much more(00:00) - Introduction
(02:10) - Challenger Brands... what is it?
(03:50) - Salesforce vs. Siebel: The Ultimate Challenger Brand
(09:55) - Salesforce's Guerrilla Marketing Tactics
(13:22) - Reflecting on Bold Marketing Ideas
(15:12) - The Power of Brand Exposure
(15:39) - Richard Branson's Guerrilla Advertising
(17:28) - Virgin's Creative Marketing Tactics
(19:00) - The Impact of Controversial Marketing
(23:35) - Oatly's Environmental Challenge
(26:54) - Drift's...
2024-08-2031 minThe Revenue FormulaThe New GTM Playbook (With Sid Kumar)The majority of revenue comes after the initial sales. A 5% lift in retention can lead to a 20-95% increase in revenue. But most companies neglect the customer side - so we need a new playbook.That's exactly what we talked about with Sid Kumar, VP of GTM Strategy & Planning at Databricks. (00:00) - Introduction
(02:23) - Meet Sid
(03:05) - The Need for a New Go-to-Market Playbook
(03:17) - Defining a Connected Go-to-Market Strategy
(04:52) - Challenges in Customer Journey Mapping
(06:02) - Practical Steps for Creating a Unified Customer Journey
(12:28) - The Importance of Keeping It Simple
(16:48) - Adapting G...
2024-08-1546 minThe Revenue FormulaCan RevOps lead sales? Well, this person does (with Ryan Milligan)Thought experiment: What would happen if you put RevOps in charge in sales? Well, we spoke Ryan from QuotaPath who started in RevOps, and now also runs sales.And there's a few interesting learnings you shouldn't miss(00:00) - Introduction
(01:30) - Meet Ryan
(02:02) - Transition from RevOps to Sales Leadership
(03:52) - What we think sales is and what it actually is
(06:35) - RevOps and Sales Alignment
(08:13) - Advice for RevOps Professionals
(12:49) - Sales Process and Deal Managemen
(22:07) - Quota Design and Sales Team Efficiency
(30:47) - Comp plans for CS?
(38:13) - Final Thoughts and Conclusion
***
2024-08-0839 minThe Revenue FormulaThe plan that kill teamsIt's planning season again. The most agonizing process for GTM teams needing to plan their targets.We discuss how b2b SaaS teams should go about it.(00:00) - Introduction
(01:34) - The Annual Plan: A Recipe for Disaster
(02:37) - The CFO owns it
(07:43) - The most important plan
(12:43) - Multi year planning
(18:30) - Resource Allocation: Balancing Headcount and Budget
(20:04) - Commercial & financial planning in parallel
(22:01) - Navigating Initiatives
(25:04) - Short-Term vs Long-Term
(28:52) - Get some friends in FP&A
***Connect with us🔔 LinkedIn: Toni / Mikkel✉...
2024-08-0631 minThe Revenue FormulaWhy PLG suck, and how to fix it (with Wes Bush)PLG sucks. Especially if you don't know what you're doing.Too many people assume you just turn on the self-serve button and watch the money roll in. And they couldn't be more wrong.In this episode, we talk with Wes Bush, Founder of ProductLed.com, about everything you need to know about PLG and what you need to do to run it right.(00:00) - Introduction
(02:18) - Introducing the Guest: Wes Bush
(03:05) - Diving into Product-Led Growth (PLG)
(05:16) - So why does it suck?
(08:43) - Solving for simplicity or complexity?
(14:32) - PLG in...
2024-08-0142 minThe Revenue FormulaDo this before accepting a new jobAre you "on the bench" looking for a new job in b2b SaaS?. Not sure how to know if the next place is a fit for you?We share a few things to ask, analyze and get in the process.(00:00) - Introduction
(01:02) - Navigating the Job Market
(02:29) - People on the bench
(06:26) - The first thing to think about
(09:02) - Pressure test the stats
(12:36) - Employer-Employee Fit
(16:05) - When is an impact expected?
(19:13) - Replacement hire?
(21:34) - Runway
(24:13) - Exit Package
(28:22) - Equity
***Connect with us
2024-07-3032 minThe Revenue Formula3 Reasons reps don't make quotaPlenty of reps aren't making quota - but there are some very simple reasons why we see again and again and again.We talk about the three reasons - and the best part? You can fix them.(00:00) - Introduction
(03:03) - Sales Challenges and Observations
(05:18) - Problem 1: Lots of MQLs that go no where
(16:21) - Problem 2: Wrong meetings booked
(19:42) - Defining Your Ideal Customer Profile (ICP)
(21:58) - Problem 3: The AEs
(24:24) - The Importance of Accurate Sales Data
(29:08) - Conclusion
***Connect with us🔔 LinkedIn: Toni / Mikkel✉...
2024-07-2330 minThe Revenue FormulaWhen volume won't cut itThere's a phase shift that happens to any b2b SaaS company. The shift away from volume to efficiency.When is it time to shift, and how do you go about it? That's what we discuss.(00:00) - Introduction
(01:56) - Is volume still the thing?
(07:04) - Shifting Focus away
(13:00) - The Process
(16:40) - Budget Reallocation Strategies
(17:11) - Conversion Rate Optimization Techniques
(19:52) - Improving Demo Request Conversion
(21:11) - The Tools
(25:29) - The Skills
***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: http...
2024-07-1630 minThe Revenue Formula3 ways to stop indecisionYou're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time. Let's reconnect". And it's no surprise, layoffs, budget cuts and more has led to a fear of messing up. We discuss three ways to overcome indecision.(00:00) - Introduction
(04:26) - Sales Challenges and Indecision
(05:58) - Economic Impact on SaaS
(12:34) - So what can you do? Start small.
(16:22) - But won't my ACV take a hit?
(17:40) - Try Before You Buy: The Power of POCs
(19:54) - The Role of Technical Validation
(24:19) - Building Trust with Flexible C...
2024-07-0930 minThe Revenue FormulaWhy BI SucksBI tools promised to solve the "data starved" teams, giving them access to make decisions. However, we see quite a few challenges that you should know.That's why we dive into our experience with business intelligence.(00:00) - Introduction
(02:51) - The Challenges of BI Implementation
(05:52) - The High Costs of BI Tools and Expertise
(09:01) - The Importance of Consensus in BI Rollouts
(10:57) - Why even go for BI?
(13:17) - Analyzing Marketing Data
(17:23) - The Reality of BI Tools
(19:51) - Why BI Tools Fail Commercial Teams
(25:48) - The Opportunity for Improvement
*** This episode is b...
2024-07-0227 minThe Revenue FormulaHiring for the logo & other mistakesIt's time to talk about hiring for b2b SaaS. With the change from 'growth at all costs' to efficient growth, hiring is more important than ever.In the episode, we get into(00:00) - Introduction
(02:41) - Why talk about hiring?
(06:53) - It's time for the "suite and tie" folks
(12:51) - Testcases are kinda useless
(16:51) - What is it you're hiring for?
(22:08) - Get a local
(27:40) - Will you do the work?
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen i...
2024-06-2533 minThe Revenue FormulaSecrets to winning in hyper competitive marketsWhat can we learn from hyper competitive markets in SaaS? That's exactly what we asked in this episode. We get into the pitfalls and strategies you can use to do better against the competition.(00:00) - Introduction
(03:44) - Hyper compeitive markets
(06:12) - Pitfalls to watch out for
(10:18) - Disruption happens
(13:42) - What are folks gonna do?
(15:04) - Horizontal vs vertical SaaS
(19:05) - Outcompete on differentiation
(25:33) - Outcompete on GTM
(30:48) - Outcompete on cash
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.
2024-06-1834 minThe Revenue FormulaNPS can't predict churnNo, net promoter score can't predict churn. We cover the alternatives in todays episode(00:00) - Introduction
(04:14) - What is NPS and why does it suck?
(10:22) - Predict & prevent churn
(11:02) - Signals
(16:13) - Customer vintages
(21:32) - The process
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify s...
2024-06-1129 minThe Revenue FormulaUse this framework to run root cause analysisHere's the method used by Toyota to run root cause analysis. It's called the 5M framework, and helps you look at problems from multiple angles - so you can prevent them from happening again.(00:00) - Introduction
(03:56) - How Toyota would run RCA
(04:50) - 5M overview
(06:22) - Manpower
(10:47) - Machinery
(14:03) - Material
(18:28) - Method
(23:13) - Measurement
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your e...
2024-06-0432 minThe Revenue FormulaWhy we think we need RevOps (and why we really need it)We think we need RevOps because: Systems. Tools. Data.. And they all have merits, but, there's a few other yet very important reasons to bring RevOps on let alone have them in the first place.Listen in and find out!(00:00) - Introduction
(03:47) - Why do we need it?
(05:04) - "We gotta call someone"
(11:55) - When is a strategic focus even needed?
(16:44) - At some point it's a factory
(18:39) - This is why RevOps matters
(21:52) - When does the VP Finance get fired?
(26:19) - Take the information monopoly away from finance
(29:58) - Flag problems earlier
2024-05-2833 minThe Revenue FormulaDo you have one of these GTM problems?There's 3 GTM problems we see over and over again - and they can totally be avoided. Listen to the episode to learn if you've got one of the problems.(00:00) - Introduction
(02:09) - Calling out the problem
(05:14) - 1: Everyone secretly knows
(13:16) - 2: Acquisition is a mess
(17:40) - Contingency planning
(19:42) - 3: Blindsided by churn
(21:36) - Love the demo, hate the product
(23:00) - What now?
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the f...
2024-05-2130 minThe Revenue FormulaFriction by designFocused on removing friction? In this episode we discuss when it might be worth it to add some friction instead.(00:00) - Introduction
(08:36) - Just try creating one graph
(15:44) - Why is there no pricing page??
(23:35) - Support friction
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and i...
2024-05-1431 minThe Revenue FormulaHere's how Koen Stam use AI for sales coachingDo you think this is an AI summary or not?: With AI tools, such as ChatGPT, sales teams can enhance coaching processes by creating personalized frameworks, generating data-driven insights, and fostering consistency for improved productivity and skill development.It is... But anyway, that's pretty much what we discussed with Koen - he's been using AI to assist with coaching the team. Don't get us wrong, the AI doesn't do the coaching, it's enabling it.In the episode, we get into:(00:00) - Introduction
(02:53) - Meet Koen
(04:46) - Coaching, does it really matter?
(13:43...
2024-05-0942 minThe Revenue FormulaRethinking comp plansWe're using comp plans from the 80s, and there's some problems with that.We discuss how SaaS has simply changed, and provide some important reflections you can use if you need to rethink your comp plans.(00:00) - Introduction
(02:26) - We still get lots of questions about this
(05:24) - Why everyone does comp plans
(08:25) - The purpose of what comp plans need to achieve has shifted
(14:25) - The person on the ground
(18:35) - Comp plans for multi product
(20:52) - Comp plans without supply
*** This episode is brought to you by Growblocks. Finding and f...
2024-05-0728 minThe Revenue FormulaHigh velocity sales (with Frank Nardi)Even if you don't run high velocity sales, there's much to learn from vendors who do.We talked with Frank Nardi (CRO at Cin7) about how they manage short sales cycles and proactively manage their funnel.(00:00) - Introduction
(02:21) - Meet frank
(06:02) - Tuning the engine
(13:36) - Selling to SMB
(21:56) - Short cycles, short term?
(26:54) - Longer cycles impact capacity
(28:34) - Managing multiple points of failure
(32:29) - Efficient growth
(38:27) - Build leading indicators
(41:31) - Having plays ready
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't t...
2024-05-0245 minThe Revenue FormulaWhen deals dieDeals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are dying - so you can fix it.(00:00) - Introduction
(03:02) - Why deals are harder
(04:46) - MEDDICC to diagnose performance
(07:34) - Champion
(11:12) - What's the pain?
(14:35) - From pain to metric
(17:29) - Who signs the deal?
(20:13) - How did they decide?
(25:04) - Turning it into an analysis
(27:24) - It's not strictly about the numbers
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen i...
2024-04-3031 minThe Revenue FormulaWhy RevOps is broken (with Jeff Ignacio)Is RevOps broken? And how do we fix it?Together with Jeff, we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it.(00:00) - Introduction
(01:40) - Meet Jeff
(03:45) - Glorified GTM IT
(11:57) - Overinvesting
(18:13) - The go to market plan
(30:57) - Under- & overinvestment
(34:25) - Getting RevOps headcounts
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first R...
2024-04-2543 minThe Revenue Formula4 Outbound MistakesIs outbound dead? And if not, what are the biggest mistakes we've seen?That's exactly what we get into today(00:00) - Introduction
(01:37) - "Outbound is dead? Bullshit."
(05:46) - Can you even run outbound?
(09:35) - What's changed?
(12:28) - Mistake 1: Outsourcing
(16:39) - Mistake 2: Not knowing the ideal talent profile
(20:43) - Mistake 3: Scaling at the wrong pace
(24:36) - Mistake 4: Not getting the balance right
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built t...
2024-04-2330 minThe Revenue FormulaWTF is PLS even? (with Jesus Requena, VP Marketing at Hex)What is PLS? When does it make sense to use it? How do you get started?These are just a couple of the questions we asked Jesus who's been building PLG and PLS motions at Unity, Figma, Algolia and Hex.(00:00) - Introduction
(00:57) - Meet Jesus
(04:35) - PLG at Unity
(05:45) - Solving a big problem
(12:12) - Is this the right motion?
(16:49) - Can you bring users to a pain state?
(21:18) - If it was a demo
(23:08) - It's about signals
(30:31) - Looking towards revenue
(33:14) - Qualification is the same
(36:39) - Narrowing your focus
(39:16) - Activating 10...
2024-04-1850 minThe Revenue FormulaDon’t have GTM visibility?Everyone has a dashboard, a sheet, some reports - but still the number 1 problem we hear about? It's visibility into performance.So we discussed the problem, and what you can do about it.(00:00) - Introduction
(02:16) - Why we get asked about visibility
(08:58) - The problem with visibility
(14:16) - Breaking down targets
(17:48) - Having foresight
(21:55) - The first step to build it
(27:04) - Test the model
(29:44) - No one does QBRs
You can find the CAC:Payback template here.*** This episode is brought to you by Growblocks. Finding and fixing problems i...
2024-04-1636 minThe Revenue FormulaAvoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.(00:00) - Indtroduction
(03:48) - Meet Mark
(08:44) - The number 1 pattern of unnecessary failure
(11:16) - Getting the right pacing
(16:35) - Pushing back on the plan
(25:39) - Why do we misunderstand capacity?
(33:54) - The problem with commissions
(36:31) - The comp plan works against this goal
(40:12) - How do you comp on retention?
(42:38) - Find your leading indicators of retention
(44:10) - Pushback on retention compensation
Also, check out the science of scaling here. Mark also did a presentation at SaaStr on...
2024-04-1153 minThe Revenue FormulaRevOps needs to moveWith everything that's happening, we discuss if it's time for RevOps to move away from the CRO.We get into(00:00) - Introduction
(02:29) - Is it time to move?
(08:30) - If the CRO doesn't get it..
(11:24) - Give CFO operational insights
(16:54) - Commercial FP&A?
(21:08) - The P&L of commercial
(23:54) - Zero helpful advise
You can find the CAC:Payback template here.*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's w...
2024-04-0829 minThe Revenue FormulaHow Paddle scaled with outbound to $100M (With Harrison Rose)Paddle scaled with one motion: outbound. They were incredibly focused on one ICP, and ended up developing a three folded funnel.(00:00) - Introduction
(01:58) - Meet Harrison
(06:28) - Figuring out how to sell
(12:24) - How they scaled
(15:11) - Changing the target customer profile
(19:09) - Not running out of market
(25:27) - RevOps - the secret sauce
(32:01) - The three funnels
(41:04) - The messy journey
Check out the definitive guide to revenue architecture here.*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen i...
2024-04-0445 minThe Revenue FormulaMaking metrics matterIf you want to operate SaaS effectively - you need to know how metrics are constructed, and when to use them.Sounds obvious, but many many folks struggle with this, so we walk through two simple frameworks.(00:00) - Introduction
(03:08) - Pain with metrics
(05:54) - The reality level
(10:16) - It takes time to move metrics
(14:58) - Metrics tree
(18:27) - Higher up, more actions
(21:07) - Don't just build what VCs want
(24:17) - The metric pyramid
Check out the definitive guide to revenue architecture here.*** This episode is brought to you by Growblocks. F...
2024-04-0234 minThe Revenue FormulaScale efficiently with RevOps (With Jeremey Donovan)We asked Jeremey: How does RevOps help businesses right now switching from growth at all costs to efficient growth?We got into a bunch - how prospects are like fish. Will AI help?. A "moneyball" approach to hiring - and much much more.(00:00) - Introduction
(02:49) - Fish are like prospects
(04:49) - Meet Jeremey
(06:13) - What does efficient growth even mean?
(09:47) - Find your "on base percentage"
(19:03) - How does AI play in?
(25:09) - Reassessing outbound
(33:23) - LTV to CAC
(37:44) - System level thinking & infinite LTV
(41:13) - Takers of OTE
(43:40) - OTE inflation & right-sizing
***
2024-03-2849 minThe Revenue FormulaTo grow faster, talk with this teamWe all want to grow faster, but there's a pretty important team to work with to do that - finance.We get into how finance looks at the GTM and much much more(00:00) - Introduction
(02:32) - Look at the cash being burned
(07:26) - Asset or liability
(11:29) - What it means for the GTM team
(13:32) - Not running out of money
(22:43) - What finance looks at
(27:08) - What does it mean for growth?
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should h...
2024-03-2631 minThe Revenue Formula+$100M & how Outreach got thereA pivot. One motion - and relentless focus. That's just some of the ingredients Manny Medina shared on how Outreach grew to $100M and beyond.In the episode we get into:(00:00) - Introduction
(02:13) - Meet Manny
(03:45) - Outreach's first motion: Outbound
(09:30) - Outbound isn't dead
(12:22) - AI changing the outbound game
(16:14) - Scaling at 0, $10M and $100M
(19:59) - You don't scale to enterprise. You turn into an enterprise machine
(22:12) - Narrowing your ICP
(23:25) - Kicking in the inbound engine at $50M
(26:44) - A competitive category
(29:51) - Lessons from Outreach's internationalization strategy
(32:20) - Deciding to...
2024-03-2142 minThe Revenue FormulaDo less = get more dealsEverything has been cut and more will be cut. Cost is more expensive, we need to be super efficient but we still want growth.Phew.. What are we to do? Less, that's what. In this episode, we walk through what you can do less of, and how it'll help you grow (faster).(00:00) - Introduction
(02:37) - We're starting to do less
(05:47) - More deals with less
(08:18) - Reduce volume
(15:59) - Priotitizing accounts
(20:46) - Time & conversion rate
(27:47) - WGLL
*** This episode is brought to you by Growblocks. Finding and fixing problems in yo...
2024-03-1935 minThe Revenue FormulaThe SaaS Reset and what's next (with Jacco van der Kooij)SaaS is being completely reset following the era of growth at all costs. But what's happening, how can you adapt and what's to come?This is exactly what we discuss with Jacco van der Kooij, founder of Winning by Design.(00:00) - Introduction
(01:03) - Meet Jacco
(05:02) - Pricing is no longer sust nable
(07:51) - We're in a moment of change
(13:40) - Multiple transformations
(17:54) - AI as a disrupting force
(20:57) - The people
(24:13) - Changing buyer behaviour
(29:50) - SaaS is under enormous pressure
(32:35) - Who souledn't get scared?
(34:29) - What'll happen next?
(39:33) - The solution
(41:43...
2024-03-141h 03The Revenue FormulaLowering payback isn't the problemThe one metric that shouldn't go up and to the right is CAC Payback, and it's doing exactly that.Rather than trying to fix CAC, there's another solution.(00:00) - Introduction
(02:53) - CAC Payback
(05:59) - Look beyond CAC:PB
(09:13) - Drawback of CAC:LTV
(10:50) - How do you get there?
(15:00) - The other thing is product
(19:20) - What have you done for them lately?
(21:54) - Aligning newbiz and existing biz
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.
2024-03-1230 minThe Revenue FormulaHow Synthesia blew past 50K customers (With Steffen Tjerrild, co-founder & COO/CFO)How do you get to this first million in revenue? And what does the journey past 10 look like? That's what Steffen from Synthesia shared with us.In the episode, we got into:(00:00) - Introduction
(02:28) - Meet Steffen
(03:47) - The backstory
(09:58) - The first million (service revenue)
(14:27) - The first first million (subscriptions)
(19:11) - Getting to $10M
(23:21) - Viral loop
(30:34) - Enterprise early
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks b...
2024-03-0741 minThe Revenue Formula4 ways to fix NRRIt's no longer land and expand - it's land and maintain. But what can you realistically do to fix your NRR?In this episode, we share 4 practical tips that'll help(00:00) - Introduction
(04:27) - Expansion ladder
(11:32) - What have you done for them lately?
(16:38) - Involve the customer
(20:35) - Take a hit on newbiz MRR
(27:05) - Tripple down on succesful customers
(31:17) - Wrapup
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks b...
2024-03-0532 minThe Revenue FormulaHow to build & scale outboundWhether you're at $2, $10 or $20M ARR - if you want to add outbound as a motion, this episode is for you.We dive into the sequence here:(00:00) - Introduction
(05:55) - 0-$1M - Founder led
(09:55) - How to assess it
(12:29) - $1-2M - The first SDRs
(20:59) - $2-10M - Many SDRs
(28:51) - +$10M - The factory
MentionsSam Blond & Ashley Kelly discuss how to dominate outbound*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should h...
2024-02-2733 minThe Revenue Formula100%+ growth YoY, here’s how Walnut run their GTM (With Catie Ivey, CRO at Walnut)How does a company scale after raising funds? And what changes are necessary to maintain a stellar go-to-market?That and much more we discussed with Catie Ivey, CRO at Walnut.(00:00) - Introduction
(00:48) - Meet Catie
(05:05) - The setup
(10:03) - Finding GTM fit
(15:38) - Scaling outbound
(18:07) - The rituals
(27:43) - The culture of problem solving
(30:54) - When you don't own marketing
(33:04) - A different sales process
(37:31) - Spending resources purposefully
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.
2024-02-2242 minThe Revenue FormulaThis won't scaleThere's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove some of your limiting beliefs and let you scale things that you couldn't before.(00:00) - Introduction
(04:27) - It's all focused on output
(08:01) - Quality increase for SDRs
(13:37) - Faster ramp
(20:04) - AEs: Ramp, training & research
(28:59) - What will happen to marketing?
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first R...
2024-02-2036 minThe Revenue Formula4 Signs your GTM is brokenIs your GTM broken? What do you even look for? Why does it matter?That's just some of the points we cover in this episode. Besides giving you four clear things to look out for - we also share some solutions. The outcome? You should see improved performance & efficiency.(00:00) - Introduction
(03:09) - The stakes
(08:35) - Disconnected operations
(10:20) - Reporting isn't aligned
(15:08) - No shared language
(22:03) - Disconnected execution
(33:28) - Wrapup
MentionsDavid Sacks & Jason Lemkin at SaaStrGTM consortium*** This episode is brought to you by Growblocks. Finding a...
2024-02-1334 minThe Revenue FormulaHow to manage multiple GTMs in SaaS (With Dave Boyce)Is it time to add another GTM? Dave told us before recording "not until after $10M ARR". So of course, we discussed that and much more.We went through the process of establishing different Go-To-Market (GTM) strategies - including the importance of testing and tailoring strategies to match audience behavior, considerations when transitioning from sales-led to product-led growth, and the significance of unit economics in assessing GTM fit. Dave Boyce, a PLG and SaaS expert, shares his insights and experiences throughout the conversation.Check out Dave's substack Product led GTM or follow him...
2024-02-0843 minThe Revenue FormulaSales forecasts suckSales forecast have little to do with revenue growth. It's a great method for coaching and training - but not managing revenue growth.We discuss the limitations - and what you can do instead to manage revenue.(00:00) - Introduction
(01:37) - The sales forecast
(05:49) - This is what the salesforecast is for
(08:21) - Tunnel vision
(11:56) - The GTM forecast
(17:00) - Building the GTM forecast
(20:11) - How do you put this together?
(25:05) - The rituals
Check out the bowtie post Toni mentioned here.
2023-11-2132 minThe Revenue Formula4 Sales excuses to watch out forToday we walk through the top 4 excuses Toni has heard (and used) when hitting target gets difficult.While some are BS, a few actually reveal important insight.Today we get into 👇(00:00) - Introduction
(01:50) - They're just lazy
(10:09) - These opportunities are terrible...
(16:31) - These inbounds...
(20:56) - Just give me this one thing
2023-10-1728 minThe Revenue FormulaChurn is dying, let’s save itYou can calculate churn however you want. The problem? Churn as a metric will start to lose meaning.Toni and Mikkel discuss the different options to make it useful.(00:00) - Introduction
(01:58) - What churn was used for
(04:35) - The intention behind churn
(07:36) - Churn definitions from public companies
(10:46) - The most brutal churn
(12:42) - So what do you do with churn?
(18:43) - Collateral damage
(21:19) - Churn defined, now what?
(23:11) - Vintages of customers
(25:09) - Creating future churn
(26:45) - But.. How to improve it?
SourcesYou can check how different companies report churn...
2023-06-2030 minThe Revenue FormulaWant predictable revenue? This'll helpThe most predictability businesses have for revenue is the forecast. But what are some other simple steps you can take to build more predictability on revenue?Toni and Mikkel discuss non-magic steps you can take towards predictable revenue.The industrialization of sales (05:09)How to go about it (06:32)Giving targets to your team (08:31)Steer clear of magic (10:31)The 10% rule (11:02)Give quarterly targets (13:44)Where will you add a buffer? (14:47)How do you get to quarterly targets? (19:41)Too much cushion? (21:33)Focus on the 10 percenters (25:30)The board and the plan (26:50)Interested in GTM live? You can sign up here
2023-06-1331 minThe Revenue Formula3 GTM Aha MomentsIt seems so obvious once you've had an aha moment. Whatever you were doing before is just seen in a completely new light.Unfortunately, we only get so many aha moments -- but fortunately we share 3 of Toni's biggest Aha moments around go-to-market in this episode.Quick introduction (00:55)1: More AEs = more revenue? (02:04)2. Sales led motion on a €2-3K ACV? (11:59)3. How does marketing work again? (19:29)Episode wrap-up (26:53)If you want to see the show, check it out on YouTube: https://www.youtube.com/@growblocks/podcastsAlso mentioned, signup for the revenueletter here: https://gr...
2023-05-0933 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 FormulaNo one makes this planThere are four plans a business needs; Budget, people and product. But almost everyone forgets number 4: The revenue plan.We’re fixing that in this episode but diving into what problems it’s causing for you, how to think about your engine and creating a revenue plan.
2022-11-2231 minThe Revenue FormulaAll models are broken (but some are useful)We've talked about having a model to manage and execute revenue at b2b SaaS companies. But we've not really outlined how you build one.We're fixing that in this episode as we get into how Toni build the first operating model for revenue, what dimensions were considered and how it was used. Hopefully it'll serve as inspiration for you to build your own model to manage revenue.
2022-11-1531 minThe Revenue FormulaNo one needs perfect dataData quality. Clean data. Measure everything.There's a lot of data available, and because it's very black and white, we tend to get stuck on the quality and cleanliness of the data. Can we even trust it?We discuss why you don't need to chase perfect data to grow revenue - and at the same time when you really need to make sure you have solid data.
2022-11-0830 minThe Revenue FormulaNot all things are repeatableThere's a difference between fastfood chains and Michelin star restaurants. One has repeatability allowing them to scale, the other doesn't.Understanding the limitations of repeatability helps you pick the right initiatives as you seek to scale revenue at a b2b saas company. We discuss the common misconceptions around repeatability, and how you can make things repeatable allowing you to scale.
2022-11-0225 minThe Revenue FormulaHow to miss a quarterIf you’re ever gonna miss a quarter, you should do it the right way.It’s not a question of if, it’s a question of when. We discuss why companies usually miss, and what can be done to avoid a hard miss.And if you have a hard miss… What you should consider next.
2022-10-2529 minThe Revenue FormulaThe real reason salesreps quitRetaining your sales reps is the same as retaining your "quota on the street". If you can't retain sales reps, there's a good chance you'll struggle to scale.In this episode we cover one of the foundational reasons why sales reps quit - and no, it doesn't come up in employee feedback surveys. We'll also cover what you can do to identify if you have the problem & fix it.
2022-10-1826 minThe Revenue FormulaThe secret benefits of removing discountsDiscounts is a common practise - that's why we discuss what benefits you can unlock by removing them altogether.But.. Removing them flat out might be hard. Don't worry, we also cover what you can do instead to gain the same benefits a discount free future offers.
2022-10-1130 minThe Revenue FormulaWhy 95% already messed up next yearThere are 4 things that might already now ruin your plan for next year. Even before you've started planning. We cover the four challenges, and what you can do about it to help land a plan you can deliver on.
2022-10-0434 minThe Revenue FormulaWhy you can't get rid of comp plansIt's very compelling to get rid of compensation plans theoretically. There's not a system that can be gamed, and research even show that it might not improve performance - but actually decrease it.That's why we cover why you can't get rid of compensation plans, what challenges you'll face and how to avoid common pitfalls if you're building compensation plans for the first time.
2022-09-2731 minThe Revenue FormulaWhy 75% of scale-ups will have RevOpsWhether you already have RevOps or just thinking about it, you might want to put on your headphones and listen in.We discuss why most b2b SaaS companies have or will have revenue operations by 2025. We get into how the team evolves with the business, how you can get more value from RevOps and succeed.
2022-09-2033 minThe Revenue FormulaThe 10% rule to double revenueDid you know that 10x7 is not 70? It’s 100 - because of compounding interest. Rather than going for radical improvements or big projects, consider improving in increments across your funnel. This will reduce risk and your CFO will love you for it.
2022-09-1328 minThe Revenue FormulaHow we hit 12 quarters in a rowWhat’s the methodology we used to hit 12 quarters in a row? A loooot of hard work. We discussed how to set the right targets & plan, how to ensure relentless focus on execution and how that led to what we called ‘predictable revenue’.
2022-09-0631 minThe Revenue FormulaStop obsessing over forecastsYou can spend time creating the perfect and most accurate sales forecast, but what value is it really creating? Will you close more deals? Generate higher deal sizes? Not really.You can only forecast accurately as far into the future as your sales cycle. Also, if it's being done to know whether people get commission, you're not creating actual value to the business.What should you do instead? We're not gonna tell you in the description (sorry).... but listen in and get some very concrete examples and tips that create value for the business.
2022-08-3025 minThe Revenue FormulaNever waste a good crisisWhether the crisis is caused by the business itself or external factors - a crisis (depending on severity) can present some significant career opportunities. If you're in a squeeze where it's staying on a burning platform or jump into the water, the question becomes: Do you stay or leave the business? There are pros and cons of both options, and that's what we cover in this episode.
2022-08-2330 minThe Revenue FormulaSetting ambitious targets you can hitCan you clearly explain to your team how you can hit your target? If not, then you might want to listen to this episode. We discuss how to balance targets that are realistic and ambitious. We'll also cover how to close the gaps, what you can do to shift the conversation and ensure you have what's needed to hit.
2022-08-1625 minThe Revenue FormulaOur favorite growth hack: QBRsThe growth hack no one talks about: Quarterly business reviews.
Want to know why building a habit around business reviews will help you grow? Then this is an episode to listen to.
We cover why they make you better, and how to run the first successful QBRs.
2022-08-1126 minThe Revenue FormulaOutbound is dead, long live outboundOutbound as we know it will never be the same.
For buyers, a lot of tools have surfaced to help protect them from outbound reps. But the reps also get access to tools helping them play offense.
In this episode, we talk about what's changed, why outbound is relevant and how it can be used today.
2022-08-1129 minThe Revenue FormulaHow to get better: Giving & receiving feedbackWhat on earth does feedback have to do with growing revenue?
A lot - and in this episode we share some approaches to feedback we've taken - and how they help you get better as a team or as an individual.
Also while we have your attention, please provide feedback on this episode by dropping a note to podcast@growblocks.com
2022-08-1133 minThe Revenue FormulaAdding enterprise sales as a new motionThinking about adding enterprise sales as a new motion?
Everyone wants that too, but there are some pitfalls - thankfully we discuss them in this episode.
We cover when it makes sense, what you'll need in place and what will change (RFPs ring a bell?)
2022-08-1128 minThe Revenue FormulaPutting revenue back into RevOpsWhy does RevOps exist, and how do they switch from busy work to business impact?
In this episode we cover the evolution of RevOps and why they’re critical for the GTM teams.
As a team, RevOps must focus on revenue by creating shared funnel metrics and running quarterly business reviews with the revenue driving teams.
At the same time we cover the questions RevOps needs to be able to answer.
2022-08-1128 minThe Revenue FormulaThe 1 thing to scaleIn this episode we talk about the unicorn path. You’ll need to find your way to the first $1M ARR.
Whatever path you take, you need to make sure it’s repeatable. We’ve got a suggestion, consider two things: 1) The playing field - what are your options to reach your audience, and 2) the ceiling - how much scale is there, how repeatable is it?
If you search for a direction, we discuss the common issues that’ll hold you back: Bias, measurability and mindset.
PS: You’ll need to be patient and persistent.
2022-08-1123 minThe Revenue FormulaIntroducing The Revenue FormulaThe Revenue Formula: A show for people obsessed with revenue and growth at b2b SaaS companies.
2022-08-0902 min