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The Revenue Formula
The Revenue Formula
Toni Hohlbein & Mikkel Plaehn

This podcast is about scaling tech startups. Hosted by Toni Hohlbein & Mikkel Plaehn, together they look at the full funnel. With a combined... more

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Episodes

Your guide to go-to-market trends in 2025

Will growth return? How will AI influence GTM? There's so many questions as we near the end of 2024. In... more

24 Dec 2024 · 34 minutes
From seats to outcomes: How AI is changing pricing (with Kyle Poyar)

Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how... more

19 Dec 2024 · 45 minutes
$1M ARR Per FTE: How to get hyper efficient

What's a great ARR per FTE, and is it even realistic to get to $1M? And if you could, why... more

17 Dec 2024 · 32 minutes
You need to know these GTM trends (with Chris Walker)

2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we... more

12 Dec 2024 · 45 minutes
This is why your growth isn't picking up

There's been a bunch of change happening lately. And a lot of excuses to. It's time to accept the changes... more

10 Dec 2024 · 32 minutes
The state of venture capital (with Peter Walker)

Will the funding market screw you, or accelerate your plans? In this episode, we talk with Peter Walker about funding and... more

05 Dec 2024 · 37 minutes
Take advantage of this zero day exploit now

If you're the first to exploit a new opportunity, your advantage will only get bigger over time. So, is there an... more

03 Dec 2024 · 32 minutes
Why 70% of Sales Jobs Might Disappear (with Jacco van der Kooij)

Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely... more

28 Nov 2024 · 1 hour, 6 minutes
The unfair advantage: Why every founder needs a brand

There's an unfair advantage some startups and companies have. It's a competitive advantage that can't be copied. And it's on... more

26 Nov 2024 · 34 minutes
How This AE Built a $1M Pipeline Through LinkedIn (With Laura Erdem)

We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn.Laura shares her playbook, giving you... more

21 Nov 2024 · 47 minutes
VCs hate services - here’s why SaaS shouldn't

Carta. HubSpot. Brandwatch. Rippling. These companies, and many others, offer services (even though VCs don't like it). It's not about creating... more

19 Nov 2024 · 32 minutes
This founder shares his churn problem (with Adam Robinson)

Everyone talks openly about raising a new round or closing a massive deal. But churn, crickets. Except for one guy,... more

14 Nov 2024 · 48 minutes
The new outbound playbook we used to book 500 meetings

Outbound is being declared dead every week. AI is ruining outbound. Every business struggle to get it to work. But,... more

12 Nov 2024 · 34 minutes
Don't create a category, do this instead (with Kyle Coleman)

Kyle is back on the show - this time we grill him on category creation, and finding a problem to... more

07 Nov 2024 · 45 minutes
3 Career Hacks You Should Know About

Here's two guys without a job doling out their top 3 career hacks. Don't worry, they had jobs when they... more

05 Nov 2024 · 28 minutes
AI in Action: GTM use cases that work (with Andy Mowat)

Do you need an AI strategy? Do AI SDRs work? And if they don’t, what does?This and more we talk... more

31 Oct 2024 · 37 minutes
Growblocks is shutting down: here's what we've learned

Growblocks is done, but we're continuing the podcast - so we thought we'd share some of the things we've learned... more

29 Oct 2024 · 31 minutes
Here are two simple ways to reduce burn

Need to be more efficient in your GTM? Then it's time to get serious about your burn rate.In this episode,... more

15 Oct 2024 · 32 minutes
Are warrants a scam? Here’s what you need to know

Between bad leaver clauses, dilution and liquidation preferences, we're willing to bet most folks out there don't understand their warrants.... more

08 Oct 2024 · 26 minutes
7 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... more

03 Oct 2024 · 45 minutes
To prevent burnout, this could be the answer

Do you recognize this in yourself or someone else: You're working hard. More than what's required. You're rxtremely busy, but... more

01 Oct 2024 · 32 minutes
Starting a new job? Do these 3 things

Whether you're a new CRO, VP of Marketing, or RevOps, if you want to earn your title, you'll want to... more

24 Sep 2024 · 29 minutes
Do 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,... more

17 Sep 2024 · 31 minutes
How 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... more

12 Sep 2024 · 46 minutes
Is 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... more

10 Sep 2024 · 30 minutes
Does 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... more

05 Sep 2024 · 45 minutes
Customer Success isn't a profit center - here's why

Yes, customer success should be a profit center. But for many companies, it's just not.In this episode, we discuss why... more

03 Sep 2024 · 29 minutes
Creating 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... more

29 Aug 2024 · 41 minutes
GTM Inflation & the cost of doing nothing

Yes, inflation can be boring. No, you can't ignore it even in the GTM teams. We discuss what problems inflation... more

27 Aug 2024 · 27 minutes
Here'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... more

22 Aug 2024 · 45 minutes
Challenger brands: Forcing people to pick a side

What does a SaaS company, an airline and an oatmilk company have in common? They're challenger brands. And it can... more

20 Aug 2024 · 31 minutes
The 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... more

15 Aug 2024 · 46 minutes
4 Reasons customers aren't expanding

If you're north of $5M ARR, 40% of new revenue should come from existing customers. Are you seeing enough revenue... more

13 Aug 2024 · 33 minutes
Can 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... more

08 Aug 2024 · 39 minutes
The plan that kill teams

It's planning season again. The most agonizing process for GTM teams needing to plan their targets.We discuss how b2b SaaS... more

06 Aug 2024 · 31 minutes
Why 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... more

01 Aug 2024 · 42 minutes
Do this before accepting a new job

Are you "on the bench" looking for a new job in b2b SaaS?. Not sure how to know if the... more

30 Jul 2024 · 32 minutes
3 Reasons reps don't make quota

Plenty of reps aren't making quota - but there are some very simple reasons why we see again and again... more

23 Jul 2024 · 30 minutes
When volume won't cut it

There's a phase shift that happens to any b2b SaaS company. The shift away from volume to efficiency.When is it... more

16 Jul 2024 · 30 minutes
3 ways to stop indecision

You're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time.... more

09 Jul 2024 · 30 minutes
Why BI Sucks

BI tools promised to solve the "data starved" teams, giving them access to make decisions. However, we see quite a... more

02 Jul 2024 · 27 minutes
Hiring for the logo & other mistakes

It's time to talk about hiring for b2b SaaS. With the change from 'growth at all costs' to efficient growth,... more

25 Jun 2024 · 33 minutes
Secrets to winning in hyper competitive markets

What can we learn from hyper competitive markets in SaaS? That's exactly what we asked in this episode. We get... more

18 Jun 2024 · 34 minutes
NPS can't predict churn

No, net promoter score can't predict churn. We cover the alternatives in todays episode(00:00) - Introduction (04:14) - What is NPS... more

11 Jun 2024 · 29 minutes
Use this framework to run root cause analysis

Here's the method used by Toyota to run root cause analysis. It's called the 5M framework, and helps you look... more

04 Jun 2024 · 32 minutes
Why 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... more

28 May 2024 · 33 minutes
Do 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... more

21 May 2024 · 30 minutes
Friction by design

Focused on removing friction? In this episode we discuss when it might be worth it to add some friction instead.(00:00)... more

14 May 2024 · 31 minutes
Here's how Koen Stam use AI for sales coaching

Do you think this is an AI summary or not?: With AI tools, such as ChatGPT, sales teams can enhance... more

09 May 2024 · 42 minutes
Rethinking comp plans

We're using comp plans from the 80s, and there's some problems with that.We discuss how SaaS has simply changed, and... more

07 May 2024 · 28 minutes
High 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... more

02 May 2024 · 45 minutes
When deals die

Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are... more

30 Apr 2024 · 31 minutes
Why 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... more

25 Apr 2024 · 43 minutes
4 Outbound Mistakes

Is outbound dead? And if not, what are the biggest mistakes we've seen?That's exactly what we get into today(00:00) -... more

23 Apr 2024 · 30 minutes
WTF 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... more

18 Apr 2024 · 50 minutes
Don’t have GTM visibility?

Everyone has a dashboard, a sheet, some reports - but still the number 1 problem we hear about? It's visibility... more

16 Apr 2024 · 36 minutes
Avoid 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) -... more

11 Apr 2024 · 53 minutes
RevOps needs to move

With everything that's happening, we discuss if it's time for RevOps to move away from the CRO.We get into(00:00) -... more

08 Apr 2024 · 29 minutes
How 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... more

04 Apr 2024 · 45 minutes
Making metrics matter

If you want to operate SaaS effectively - you need to know how metrics are constructed, and when to use... more

02 Apr 2024 · 34 minutes
Scale 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... more

28 Mar 2024 · 49 minutes
To grow faster, talk with this team

We all want to grow faster, but there's a pretty important team to work with to do that - finance.We... more

26 Mar 2024 · 31 minutes
+$100M & how Outreach got there

A pivot. One motion - and relentless focus. That's just some of the ingredients Manny Medina shared on how Outreach... more

21 Mar 2024 · 42 minutes
Do less = get more deals

Everything has been cut and more will be cut. Cost is more expensive, we need to be super efficient but... more

19 Mar 2024 · 35 minutes
The 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... more

14 Mar 2024 · 1 hour, 3 minutes
Lowering payback isn't the problem

The one metric that shouldn't go up and to the right is CAC Payback, and it's doing exactly that.Rather than... more

12 Mar 2024 · 30 minutes
How 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... more

07 Mar 2024 · 41 minutes
4 ways to fix NRR

It's no longer land and expand - it's land and maintain. But what can you realistically do to fix your... more

05 Mar 2024 · 32 minutes
If your messaging sucks, listen to this (with Anthony Pierri, co-founder at Fletch)

How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll,... more

29 Feb 2024 · 49 minutes
How to build & scale outbound

Whether you're at $2, $10 or $20M ARR - if you want to add outbound as a motion, this episode... more

27 Feb 2024 · 33 minutes
The Revenue Formula
If your messaging sucks, listen to this (with Anthony Pierri, co-founder at Fletch)
The Revenue Formula
0:00
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Listen now on

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Description

How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll, that's a... more