The Revenue Formula (Toni Hohlbein & Mikkel Plaehn)
Explorez tous les épisodes de The Revenue Formula
| Date | Titre | Durée | |
|---|---|---|---|
| 20 Sep 2022 | Why 75% of scale-ups will have RevOps | 00:33:27 | |
Whether 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. | |||
| 18 Jun 2024 | Secrets to winning in hyper competitive markets | 00:34:07 | |
What 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.
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 29 Feb 2024 | If your messaging sucks, listen to this (with Anthony Pierri, co-founder at Fletch) | 00:49:52 | |
How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll, that's a surefire way to decrease your overall performance. So we invited Anthony from Fletch to help fix it - we focused on the difficulties especially surrounding being multi-product or segment.
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| 26 Dec 2023 | Why marketing gets screwed | 00:34:01 | |
There are three ways marketing gets screwed - we discuss them all to help you unscrew marketing. In the episode, we get into:
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| 29 Jun 2023 | Special: Revenue Planning (With Ben Murray) | 00:41:04 | |
We’ve been zinging finance a bit on the show. Today we decided to invite a SaaS CFO, Ben Murray. We talked about how the two functions should create a solid revenue plan together - how to manage crazy ambitions and much more.
About Ben Ben is a fractional CFO and founder of TheSaaSCFO.com and TheSaaSAcademy.com Want more from Ben? Check out his newsletter here https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page | |||
| 28 Nov 2024 | Why 70% of Sales Jobs Might Disappear (with Jacco van der Kooij) | 01:06:39 | |
Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely true. In today's episode, we discuss how AI is disrupting the entire GTM at the moment - and we discuss it with Jacco van der Kooij.
References
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 13 Feb 2024 | 4 Signs your GTM is broken | 00:34:47 | |
Is 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.
Mentions David Sacks & Jason Lemkin at SaaStr GTM consortium *** 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 solutions fast, all in the same platform. *** CONNECT ✉️ Email: podcast@growblocks.com | |||
| 19 Dec 2023 | New research: Did we lose GTM fit? | 00:34:10 | |
Our friends over at winning by design is about to drop new research - suggesting that we might just have lost GTM fit. In todays episode, we discuss the research, and as usual what companies can do about it.
You can find the research here. Also check out David Spitz | |||
| 03 Dec 2024 | Take advantage of this zero day exploit now | 00:32:45 | |
If you're the first to exploit a new opportunity, your advantage will only get bigger over time. So, is there an exploit you can take advantage of? Find out in the episode.
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 21 Mar 2024 | +$100M & how Outreach got there | 00:42:05 | |
A 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:
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 10 Sep 2024 | Is it time to merge inbound and outbound? | 00:30:28 | |
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
*** Connect with us ✉️ Newsletter: https://www.revletter.io/ 📺 Watch: https://www.youtube.com/@growblocks | |||
| 18 Jul 2023 | If your target is at risk, listen to this | 00:30:49 | |
2/3 sales reps aren't completing quota. Yeah it's tough - that's why we cover what you can do to get back on track. What we covered 👇
Sources mentioned: Solving underperformance by Winning by Design Demand picking up a smidge by SaaStr Decline in win rates by Jacco Van Der Kooij | |||
| 28 Nov 2023 | A "good enough" GTM isn't enough | 00:37:35 | |
Lots of succesfull companies were built on OK customers, an OK team and with an OK infrastructure. Today, that's not enough. We cover the latest benchmarks from OpenView, and discuss what it means.
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| 17 Oct 2023 | 4 Sales excuses to watch out for | 00:28:42 | |
Today 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 👇
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| 22 Feb 2024 | 100%+ growth YoY, here’s how Walnut run their GTM (With Catie Ivey, CRO at Walnut) | 00:42:32 | |
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.
*** 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 solutions fast, all in the same platform. *** CONNECT ✉️ Email: podcast@growblocks.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 04 Feb 2025 | Sellers don't sell | 00:25:50 | |
If sellers aren't selling anymore.. What are they doing? and why are we paying them so much? Find out in this episode.
This episode is brought to you by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform. Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners! Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 03 Oct 2023 | Buy software like this | 00:29:16 | |
Software is bad. It makes RevOps look like system admins. But also, software is also good. In fact, it's very much needed. That's why we decided to cover how to approach buying software. In the episode, we cover:
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| 17 Jan 2023 | 0 Friction, 0 Risk | 00:31:03 | |
Customers 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. | |||
| 21 Mar 2023 | Exposed from S-1s: How unicorns create hypergrowth | 00:33:48 | |
In this episode we expose how unicorns such as Snowflake, Datadog and Asana drive hypergrowth. All revealed by reading their S-1s (IPO filings) | |||
| 21 Nov 2024 | How This AE Built a $1M Pipeline Through LinkedIn (With Laura Erdem) | 00:47:02 | |
We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn. Laura shares her playbook, giving you practical tips to get going and much more.
This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 05 Oct 2023 | Cultivating an efficient GTM engine (with Sam Jacobs, Founder & CEO of Pavilion) | 00:50:12 | |
How do you cultivate an efficient GTM engine? And what has Sam learned from building Pavilion and the community? In the episode, we get into:
You can check out GTM23 here and Pavilion here. | |||
| 03 Sep 2024 | Customer Success isn't a profit center - here's why | 00:29:23 | |
Yes, 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.
*** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 26 Mar 2024 | To grow faster, talk with this team | 00:31:43 | |
We 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
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 12 Dec 2023 | Sales reps spend just 28% of their time selling.. Or do they? | 00:27:20 | |
If sales reps only spend 1/3 of their time selling... What are they doing with their time? And how can you fix it? Also.. Maybe people don't know what selling entails? Irregardless, we dive into:
Find the salesforce report on sales here. | |||
| 02 May 2024 | High velocity sales (with Frank Nardi) | 00:45:50 | |
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.
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 27 Aug 2024 | GTM Inflation & the cost of doing nothing | 00:27:33 | |
Yes, 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.
Mentions *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 25 Jul 2023 | Forget alignment, just agree on this | 00:30:37 | |
In this episode, we want you to forget all about the word alignment. Because even if you do achieve it, it won't drive growth on its own. Alignment should be an outcome, not a tactic. In this episode, we explain why the classic concept of alignment is broken and what 3 things you should have your team focus agree on instead to drive efficiency. | |||
| 20 Jun 2023 | Churn is dying, let’s save it | 00:30:27 | |
You 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.
Sources You can check how different companies report churn here (http://christophjanz.blogspot.com/2017/12/how-public-saas-companies-report-churn.html ) Watch Dave Kellogg's presentation on churn here. Something you want us to cover? Drop us a note on podcast@growblocks.com | |||
| 14 Feb 2023 | What you don't know but your competitors do | 00:28:25 | |
Do 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. | |||
| 07 Jan 2025 | 5 things we hate about SaaS | 00:27:07 | |
Moats. Copycats.. The list goes on. There's a lot of reasons to hate being in SaaS. We discuss the most common headaches in todays episode.
This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform. Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners! Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 10 Aug 2023 | Special: What you need to know about brand (With Udi Ledergor) | 00:46:56 | |
Everyone agrees brand is important, but struggle to articulate why or even how to manage it. That's why we brought on Udi Ledergor from Gong to share his insights from building the gong brand. We get into:
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| 11 Apr 2024 | Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital) | 00:53:45 | |
There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.
Also, check out the science of scaling here. Mark also did a presentation at SaaStr on common sales potholes, make sure to check it out. *** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 04 Jun 2024 | Use this framework to run root cause analysis | 00:32:52 | |
Here'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.
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 08 Aug 2023 | 1 year in 30 min: 6 things you've missed | 00:29:37 | |
One 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:
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| 08 Oct 2024 | Are warrants a scam? Here’s what you need to know | 00:26:36 | |
Between 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?
*** Connect with us ✉️ Newsletter: https://www.revletter.io/ 📺 Watch: https://www.youtube.com/@growblocks | |||
| 08 Aug 2024 | Can RevOps lead sales? Well, this person does (with Ryan Milligan) | 00:39:00 | |
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
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 12 Dec 2024 | You need to know these GTM trends (with Chris Walker) | 00:45:55 | |
2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we see more efficiency? Growth? How will AI transform teams? And much much more.
This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 04 Apr 2023 | 4 letters to make better decisions, faster | 00:32:48 | |
Sales cycles are extending. Win rates are decreasing. How do you make decisions faster? With a simple framework. | |||
| 08 Feb 2023 | Special EP: The untold story | 00:31:14 | |
On 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. | |||
| 22 Aug 2023 | The trillion dollar problem: Revenue Leakage | 00:34:38 | |
Every year roughly $2 trillion goes away unnoticed for companies. It's called revenue leakage. In this episode, we dive deeper into this massive opportunity:
Sources
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| 16 Nov 2023 | Driving change through RevOps (with Sandy Robinson, SVP of RevOps at Patra) | 00:47:39 | |
When there's an endless to-do list and lots of requests, how do you prioritize changes to the business? And how do you get those changes done? That's what we talked with Sandy Robinson (SVP of RevOps at Patra) about.
Check out her show RevOps unboxed | |||
| 26 Nov 2024 | The unfair advantage: Why every founder needs a brand | 00:34:18 | |
There's an unfair advantage some startups and companies have. It's a competitive advantage that can't be copied. And it's on you should build as early as possible - a founder brand. In todays episode, we talk about our experience with building a founder brand, what we've learned from others and much much more.
This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 28 Sep 2023 | Do this to lift sales performance (with Chris Orlob, CEO at pclub.io) | 00:42:37 | |
What can you really do to lift the performance of your sales team? That's exactly what we discussed with Chris Orlob, who was part of taking Gong from $200K to $200M in ARR. In the episode, we get into:
References: Matt Green on quota attainment Jacco van der Kooij on Solving underperformance And of course pclub.io | |||
| 12 Oct 2023 | How to build RevOps for hypergrowth (with Sean Lane, Founding Partner, Minot Light Consulting) | 00:42:13 | |
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.
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| 08 Feb 2024 | How to manage multiple GTMs in SaaS (With Dave Boyce) | 00:43:46 | |
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 on LinkedIn.
*** This episode of The Revenue Formula 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 solutions fast, all in the same platform. *** Connect with us ✉️ Substack: Join +1,000 GTM professionals | |||
| 26 Sep 2023 | The Biggest blindspot of revenue operators | 00:28:53 | |
There's a big blindspot in commercial teams. And it'll limit your ability to grow - it's your product. Here's what we got into 👇
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| 27 Mar 2025 | Last week in software: 11x, Deel, Rippling & spy-bound | 00:39:10 | |
We had to record this unusual episode. In what feels like a single day, a year's worth of drama has unfolded in software. It almost seems like John Oliver would talk about it. But since he's busy, we decided to do an episode for him on 11x and the chaos that's emerging.
Sources Techcrunch on 11x Hasan's post on X AI SDR test Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 07 Nov 2024 | Don't create a category, do this instead (with Kyle Coleman) | 00:45:35 | |
Kyle is back on the show - this time we grill him on category creation, and finding a problem to market instead. He should know, he saw a category and problem get created at Clari, and is running the playbook again at Copy.ai.
Sources & mentions
Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 20 Feb 2024 | This won't scale | 00:36:30 | |
There'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.
*** 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 solutions fast, all in the same platform. *** CONNECT ✉️ Email: podcast@growblocks.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 11 Feb 2025 | SaaS was dead last week, but now it's back. | 00:34:42 | |
Wrappers are dead. LLMs are dead. SaaS is dead. The application layer is dead. It's moving pretty fast still in AI, and we thought it was time to take stock of what we know right now.
This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.
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| 15 Aug 2024 | The New GTM Playbook (With Sid Kumar) | 00:46:28 | |
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.
Sources Winning by Design, CS as a profit center Hubspot & Pavilion RevOps survey *** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 31 Oct 2023 | PLG is just another motion | 00:24:44 | |
Product led growth (PLG) has been all the rage. But lately, a lot of things have happened in this space. Airtable "ditched" PLG and Insight Partners published some interesting stats comparing PLG with non-PLG companies. So today, we discussed PLG as another motion
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| 02 Apr 2024 | Making metrics matter | 00:34:18 | |
If 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.
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 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 11 Aug 2022 | Adding enterprise sales as a new motion | 00:28:35 | |
Thinking 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?)
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| 31 Oct 2024 | AI in Action: GTM use cases that work (with Andy Mowat) | 00:37:08 | |
Do you need an AI strategy? Do AI SDRs work? And if they don’t, what does? This and more we talk about with Andy Mowat
Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 28 Mar 2023 | Tools won't fix outbound, but this will | 00:34:28 | |
When outbound doesn't work, everyone looks to the tools and the processes. But there's something else that has a higher impact. | |||
| 02 Jan 2025 | Why AI is eating software (with Jonathan Moss) | 00:49:24 | |
Remember Salesforce and Seibel? Well. We're about to see a lot of similar things happen thanks to AI. In today's episode, we discuss how AI is eating software - who's already being disrupted, and what a moat looks like now.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners! Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 05 Sep 2023 | The 2 things for your revenue plan | 00:26:11 | |
Don't start planning i February. You can start with a simple approach already now - and you'll just need two things.
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| 07 Sep 2023 | What unicorns know (with Pablo Dominguez, Operating Partner at Insight Partners) | 00:47:34 | |
Can you do less to achieve more? How did Gainsight drastically improve onboarding time? And what do unicorns really know? That's exactly what we talked with Pablo Dominguez about.
Check out the book what unicorns know here | |||
| 02 Jan 2024 | 3 signs sales is broken | 00:32:05 | |
Having talked with lots of companies, we're still being asked how to make sales work, or at least work better. So today, we dive into the top 3 signs that sales is broken - and what you can do to fix it.
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| 18 Jan 2024 | WTF is nearbound? (With Jill Rowley, GTM Advisor at Stage 2 Capital) | 00:38:29 | |
What is Nearbound really? How can you use it, and should you? Those are just some of the questions we asked Jill Rowley who's currently building this new category.
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| 04 Jul 2023 | Drive customer growth | 00:28:38 | |
The biggest growth lever you have? It's your customers. In this episode we talk about CSMs, incentives and 4 common expansion strategies.
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| 30 Jan 2024 | Ask this before raising quotas | 00:30:05 | |
Thinking about raising quotas? Or being forced to? Then there's a couple of questions you need to ask yourself first. Because if you can't answer them, you'll be in trouble when the sales team asks them.
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| 09 Jul 2024 | 3 ways to stop indecision | 00:30:46 | |
You'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.
Sources: *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks *** 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 solutions fast, all in the same platform. | |||
| 09 May 2024 | Here's how Koen Stam use AI for sales coaching | 00:42:05 | |
Do 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:
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 06 Aug 2024 | The plan that kill teams | 00:31:43 | |
It'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.
*** Connect with us ✉️ Newsletter: revletter.io 📺 Watch: https://www.youtube.com/@growblocks *** 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 solutions fast, all in the same platform. | |||
| 02 Jul 2024 | Why BI Sucks | 00:27:46 | |
BI 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.
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 04 Jan 2024 | 5 types of ROI (With Sangram Vajre, Co-founder & CEO at GTM Partners) | 00:49:02 | |
There are 5 kinds of ROI software provides - and understanding the difference is critical. With Sangram, we discuss that and much more
Check out GTM Partners here. | |||
| 29 Aug 2024 | Creating a growth model for SaaS (with Anthony Enrico) | 00:41:09 | |
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.
*** Connect with us ✉️ Newsletter: https://www.revletter.io/ 📺 Watch: https://www.youtube.com/@growblocks | |||
| 30 Nov 2023 | How Pleo drives hypergrowth (with Arun Mani, CRO at Pleo) | 00:44:57 | |
What does it look like inside the engine room of a hypergrowth company? That's exactly what we discussed with Arun Mani, CRO at Pleo.
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| 05 Dec 2024 | The state of venture capital (with Peter Walker) | 00:37:27 | |
Will the funding market screw you, or accelerate your plans? In this episode, we talk with Peter Walker about funding and why it matters to GTM teams.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners! Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 19 Oct 2023 | Why you need a plan you can beat (with Dave Kellogg, EIR at Balderton Capital) | 00:47:06 | |
We grilled Dave Kellogg on planning in this episode. We get into why you shouldn't get any surprises, why you need a plan you can beat - and how to approach building a solid plan for next year.
You can find Dave's blog here. | |||
| 18 Mar 2025 | The Red Bull playbook tech companies should steal | 00:34:53 | |
Usually, we share advanced analysis to run, cases of amazing tech companies, or something else. Today, we're talking about an energy drink. Stay with us because this potent drink can teach tech a lot about advertising.
Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 03 Oct 2024 | 7 GTM problems everyone has, and how to fix them (with Eddie Reynolds) | 00:45:02 | |
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.
*** Connect with us ✉️ Newsletter: https://www.revletter.io/ 📺 Watch: https://www.youtube.com/@growblocks | |||
| 01 Oct 2024 | To prevent burnout, this could be the answer | 00:32:48 | |
Do 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...
*** Connect with us ✉️ Newsletter: https://www.revletter.io/ 📺 Watch: https://www.youtube.com/@growblocks | |||
| 11 Aug 2022 | The 1 thing to scale | 00:23:50 | |
In 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.
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| 23 Jan 2024 | When nobody owns GTM | 00:34:20 | |
Who really owns GTM, and what are the symptoms when you don't really have someone leading it? This and much more we discuss in todays episode
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| 07 May 2024 | Rethinking comp plans | 00:28:57 | |
We'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.
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 23 Apr 2024 | 4 Outbound Mistakes | 00:30:12 | |
Is outbound dead? And if not, what are the biggest mistakes we've seen? That's exactly what we get into today
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 14 Sep 2023 | Strategic Revenue Operations (With Mallory Lee, VP Operations at Nylas) | 00:41:14 | |
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.
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| 07 Nov 2023 | Outbound is 3x harder | 00:31:56 | |
Outbound is 3x harder than it used to be. We dig into what's happened, and what you can do to make it work.
Sources Pipeline from sales development (Ray Rike) 1000-1400 touchers per opp (Jeremy Donovan) | |||
| 24 Oct 2023 | 9 ways to build a moat | 00:35:22 | |
The most durable companies have built a strong moat around their business. While many things can be copied, we dive into some of the things that aren't so easy to copy - giving you a competitive advantage.
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| 31 Jan 2023 | Run your GTM like a relay race | 00:31:46 | |
With 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. | |||
| 07 Mar 2024 | How Synthesia blew past 50K customers (With Steffen Tjerrild, co-founder & COO/CFO) | 00:41:19 | |
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:
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 07 Dec 2023 | 5 takeaways from 2023 | 00:32:41 | |
It's time to wrap the year - and what better way than to revisit some of the great conversations we've had with our guests. In this episode, you'll hear:
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| 21 Feb 2023 | How $100M companies hit revenue target | 00:32:55 | |
How do +$100M SaaS companies keep hitting their revenue target? We've talked with a few and share our findings in this episode. | |||
| 16 Apr 2024 | Don’t have GTM visibility? | 00:36:34 | |
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.
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 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 11 Mar 2025 | Killed by AI: What's happening with Chegg | 00:35:40 | |
With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once highflying edtech company. We break down the story of Chegg, and distill four learnings for GTM leaders.
This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.
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| 13 Aug 2024 | 4 Reasons customers aren't expanding | 00:33:35 | |
If you're north of $5M ARR, 40% of new revenue should come from existing customers. Are you seeing enough revenue from expansion? Even if you're getting expansion, maybe you can get more - we talk about a few ways to achieve it.
Mentions & Sources Openview SaaS benchmarks Elena Verna *** Connect with us ✉️ Newsletter: revletter.io 📺 Watch: https://www.youtube.com/@growblocks *** 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 solutions fast, all in the same platform. | |||
| 24 Aug 2023 | From marketing plan to revenue plan (with Chris Walker, CEO at Refine Labs) | 00:49:06 | |
It's time to rethink marketing planning. It needs to factor in revenue and not drown sales in dead-end leads. Together with Chris Walker, we talked about the problems with planning and how to apply a business mindset to marketing planning.
You can find Chris on LinkedIn or checkout Refine Labs here. | |||
| 28 Jan 2025 | 3 Signs your GTM is weak | 00:33:47 | |
Weaknesses are awesome. If you can identify them that is. We discuss three common GTM weaknesses and how you can identify them... So you can start fixing them and getting better.
This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.
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| 20 Aug 2024 | Challenger brands: Forcing people to pick a side | 00:31:09 | |
What 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
Sources
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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 11 Aug 2022 | Our favorite growth hack: QBRs | 00:26:07 | |
The 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.
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| 18 Apr 2024 | WTF is PLS even? (with Jesus Requena, VP Marketing at Hex) | 00:50:06 | |
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.
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 27 Sep 2022 | Why you can't get rid of comp plans | 00:31:04 | |
It'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. | |||
| 11 Aug 2022 | Putting revenue back into RevOps | 00:28:25 | |
Why 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.
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| 25 Apr 2024 | Why RevOps is broken (with Jeff Ignacio) | 00:43:38 | |
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.
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||
| 02 May 2023 | 200 QBRs later: They’re broken | 00:31:24 | |
We've run more than 200 quarterly business reviews (QBRs), and we've realized something. They're broken. Fortunately, we have a solution that improves them by a great deal. We're calling it QBRs 2.0 - listen in here.
If you're interested in GTM live, sign up here to get access: https://growblocks.com/gtm-live/ | |||
| 13 Feb 2025 | No more free trials (Chris Pasquier from Slite) | 00:39:15 | |
Free trials don't work for AI products - so... what do you do? That's what we asked Chris, CEO and founder of Slite.
This episode is brought to you by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform. Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners! Never miss a new episode, join our newsletter on revenueformula.substack.com | |||
| 30 Apr 2024 | When deals die | 00:31:06 | |
Deals 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.
*** 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 solutions fast, all in the same platform. *** Connect with us ✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks | |||