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

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

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

What if we told you there are 7 simple mistakes companies make over and over again?From the misalignment between sales... more

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

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

Yes. Tenure for tech is relatively bad when comparing to other industries. But is that a problem? And if so,... more

What does it take to build a succesful salesteam? And what does it take to replicate it? That's what we... more

When folks run outbound, they eventually also run inbound. But should those motions really be separate? What would happen if... more

That's not the number I have. How did you calculate it? What field did you use!!?. Data promises amazing insights... more

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

The fastest growing companies use growth models. You probably already have one - but is it fully built out? Does... more

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

Will AI replace your sales team? Can it? Should it? What is AI even? This and much more, we talk... more

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

The majority of revenue comes after the initial sales. A 5% lift in retention can lead to a 20-95% increase... more

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

Thought experiment: What would happen if you put RevOps in charge in sales? Well, we spoke Ryan from QuotaPath who... more

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

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

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

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

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

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

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

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

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

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

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

We think we need RevOps because: Systems. Tools. Data.. And they all have merits, but, there's a few other yet... more

There's 3 GTM problems we see over and over again - and they can totally be avoided. Listen to the... more

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

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

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

Even if you don't run high velocity sales, there's much to learn from vendors who do.We talked with Frank Nardi... more

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

Is RevOps broken? And how do we fix it?Together with Jeff, we get into a bunch of the challenging areas... more

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

What is PLS? When does it make sense to use it? How do you get started?These are just a couple... more

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

There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.(00:00) - Indtroduction (03:48) -... more

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

Paddle scaled with one motion: outbound. They were incredibly focused on one ICP, and ended up developing a three folded... more

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

We asked Jeremey: How does RevOps help businesses right now switching from growth at all costs to efficient growth?We got... more

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

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

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

SaaS is being completely reset following the era of growth at all costs. But what's happening, how can you adapt... more

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

How do you get to this first million in revenue? And what does the journey past 10 look like? That's... more

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

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

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

How does a company scale after raising funds? And what changes are necessary to maintain a stellar go-to-market?That and much... more

There's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove... more

Is your GTM broken? What do you even look for? Why does it matter?That's just some of the points we... more

Is it time to add another GTM? Dave told us before recording "not until after $10M ARR". So of course,... more

Even in good times, you're slowly falling out of PMF. Inspired by Jason Lemkin, we dive into the signs you... more

Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we... more

Thinking about raising quotas? Or being forced to? Then there's a couple of questions you need to ask yourself first.Because... more

What does it take to make it to IPO? What happens inside the company to the build up? Those were... more

Who really owns GTM, and what are the symptoms when you don't really have someone leading it?This and much more... more

What is Nearbound really? How can you use it, and should you?Those are just some of the questions we asked... more

How do you expand to a new market? When is the time right? How do you not burn a ton... more

In this episode, we sit down with Thomas Neergaard Hansen, President at Amplitude, to delve into the critical role of... more

How do the biggest engineering projects in the world avoid potential disasters? They create a digital replica to address problems... more

There are 5 kinds of ROI software provides - and understanding the difference is critical.With Sangram, we discuss that and... more

Having talked with lots of companies, we're still being asked how to make sales work, or at least work better. So... more

There are three ways marketing gets screwed - we discuss them all to help you unscrew marketing.In the episode, we... more

Our friends over at winning by design is about to drop new research - suggesting that we might just have... more

Today we talk with Norman about two unconventional underdogs, Google and Uberall, and how they changed the perception.We get into:(00:00)... more

If sales reps only spend 1/3 of their time selling... What are they doing with their time? And how can... more

It's time to wrap the year - and what better way than to revisit some of the great conversations we've... more

How do you get more predictive and more foresight? You make GTM forecasting a part of your rituals. And that's exactly... more

What does it look like inside the engine room of a hypergrowth company?That's exactly what we discussed with Arun Mani,... more

Lots of succesfull companies were built on OK customers, an OK team and with an OK infrastructure. Today, that's not... more

Whether you've just started annual planning now or are already done (lucky you) - you should consider running an assessment... more

Sales forecast have little to do with revenue growth. It's a great method for coaching and training - but not... more

When there's an endless to-do list and lots of requests, how do you prioritize changes to the business? And how... more

Ever wondered why some public tech companies beat target and raise guidance?Today we talk about the practise to follow in... more

Hypergrowth comes from existing customers - and you have three growth levers to pull with customer success.We talked with Dan... more

Outbound is 3x harder than it used to be.We dig into what's happened, and what you can do to make... more

There's a growth lever you should know about: Pricing.We geeked out on pricing with Kyle Poyar, Operating Partner at OpenView... more

Product led growth (PLG) has been all the rage. But lately, a lot of things have happened in this space.Airtable... more

What does the path to VP look like? What's the mindset, how do you impact the business - and what... more

The most durable companies have built a strong moat around their business.While many things can be copied, we dive into... more

We grilled Dave Kellogg on planning in this episode.We get into why you shouldn't get any surprises, why you need... more

Today we walk through the top 4 excuses Toni has heard (and used) when hitting target gets difficult.While some are... more

From employee #75 to helping Drift become an over $1B valuation company, Sean Lane knows a thing or two about... more

Benchmarks are generally speaking not really helpful. And unfortunately, many are using them the wrong way - causing a lot... more

How do you cultivate an efficient GTM engine? And what has Sam learned from building Pavilion and the community?In the... more

Software is bad. It makes RevOps look like system admins. But also, software is also good. In fact, it's very... more

What can you really do to lift the performance of your sales team? That's exactly what we discussed with Chris... more

There's a big blindspot in commercial teams. And it'll limit your ability to grow - it's your product.Here's what we... more

While many wants to be strategic... the first step is understanding how to take a strategy to plan to execution.That's... more

Hypergrowth is fascinating - but where does it come from?Hint: It's not sales, and it's not marketing. Find out in... more

What does strategic RevOps look like, and how do you manage revenue production from RevOps? That’s exactly what we discussed with... more

We've talked with a bunch of great folks. To help you improve GTM performance, we've distilled it into 4 things... more

Can you do less to achieve more? How did Gainsight drastically improve onboarding time? And what do unicorns really know?That's... more

Don't start planning i February. You can start with a simple approach already now - and you'll just need two... more

How do you orchestrate revenue motions at scale? And how do you successfully go from one to many motions?This and... more

What does it take to become unfireable as a revenue leader?We boiled it down to three things you should do... more

It's time to rethink marketing planning. It needs to factor in revenue and not drown sales in dead-end leads.Together with... more

Every year roughly $2 trillion goes away unnoticed for companies. It's called revenue leakage.In this episode, we dive deeper into... more

You've seen the research, maybe the problems. Performance is down across the board.In this episode, we talk with Jacco van... more

Revenue Operations should do more than service commercial teams. Yet most struggle to articulate what strategic revops looks like.That's exactly... more

Everyone agrees brand is important, but struggle to articulate why or even how to manage it.That's why we brought on... more

One year has passed, and maybe you've missed an episode or two. In this episode we've picked our 6 favorite... more

What if you had $10 million to allocate in 2024? How do you know to spend that cash in the... more

In this episode, we want you to forget all about the word alignment. Because even if you do achieve it,... more

2/3 sales reps aren't completing quota. Sales cycles are extending. Win rates are down. Yeah it's tough - that's why... more

Net promoter score is terrible - it's become useless for SaaS. We discuss the problems with it, and how to... more

The biggest growth lever you have? It's your customers. In this episode we talk about CSMs, incentives and 4 common... more

We’ve been zinging finance a bit on the show. Today we decided to invite a SaaS CFO, Ben Murray.We talked... more

You have a pipeline coverage ratio (PLC) of 10x. Is that good? Is it bad? Will you hit target? Will... more

You can calculate churn however you want. The problem? Churn as a metric will start to lose meaning.Toni and Mikkel... more

The most predictability businesses have for revenue is the forecast. But what are some other simple steps you can take... more

Product led growth is still all the rave. But is PLG right for you? How do you build the business... more

"I don't have that number!"... "where did you get that data from?".. Ugh, so many objections to data, and the... more

If you want predictable revenue, you need sales consistency. Not a "backlog" quarter where 80% of deals close in the... more

There are things that just shouldn't be in sales comp plans. And then there are things that definitely should be.In... more

CAC as a metric is pretty useless for operations. But why is that? And what should you do instead?That's exactly... more

It seems so obvious once you've had an aha moment. Whatever you were doing before is just seen in a... more

We've run more than 200 quarterly business reviews (QBRs), and we've realized something. They're broken.Fortunately, we have a solution that... more

61% said sales enablement was useless on Bravado (yikes). While the community is very direct, there's a couple of reasons... more

Don't just make big bets. Consider rapid experimentation to outpace the competition. We share 5 concrete examples, a process we've... more

Formula 1 pitstops took 50 seconds, now it's down to 2. That's the power of continuous improvement, and it can... more

Sales cycles are extending. Win rates are decreasing. How do you make decisions faster? With a simple framework.

When outbound doesn't work, everyone looks to the tools and the processes. But there's something else that has a higher... more

In this episode we expose how unicorns such as Snowflake, Datadog and Asana drive hypergrowth. All revealed by reading their... more

What does an agile go-to-market look like for b2b SaaS? That's exactly what we discuss in this episode.

Getting well beyond 120% NRR is no accident. It's all about GTM, and we break down a few cases in... more

Great companies execute their GTM differently than good companies. In this episode, we share the exact differences from a private... more

How do +$100M SaaS companies keep hitting their revenue target? We've talked with a few and share our findings in... more

Do your competitors know something you don't? Or are you actually smarter than they are?In this week's episode, we talk... more

On this special episode of The Revenue Formula, we go behind the minds of Growblocks and explain why we see... more

With relay runners, each member's performance is critical if they win or lose. The same goes for your GTM teams.

Winning by Design is predicting 2023 as "The largest revenue churn event in the history of SaaS." But just because... more

Customers want to buy from you, so why are we making it harder for them? We explain how you can... more

Don't let efficiencies be another buzzword this year. We lay out 5 real efficiency plays for 2023 that you can... more

There are four common go to market challenges, they should be solved in an uncommon way.

If you're making a big decisions, that forces you to make a lot of decisions. You're going to need this....

The capacity and the sales quota is only half the equation, so how do you fix sales capacity planning?

Is your plan unachievable? If you don't know, here are the things to watch out for + how to fix... more

This analysis will help you make the best decisions for 2023 to grow your revenue.

There are four plans a business needs; Budget, people and product. But almost everyone forgets number 4: The revenue plan.

How do you create an operating model to grow revenue? Find out in this episode.

Do you really need perfect data to grow revenue?

There's not repeatability in everything, but you need it to scale.