This podcast is about scaling tech startups. Hosted by Toni Hohlbein & Mikkel Plaehn, together they look at the full funnel. With a combined... more
If you're feeling anxious about AI. If LinkedIn's making you doubt your GTM. You need this episode.We break down what’s... more
No. This is not a tactical episode. But. You will get a real look inside of a company being created.(00:00)... more
If you're running outbound. If you're using SDRs. Or planning to. You've got to listen to this episode.We got Morgan... more
Over the last year or so, Klarna has been on a rampage to automate away. They've sliced tools, costs and... more
We had to record this unusual episode. In what feels like a single day, a year's worth of drama has... more
Getting AEs to self-prospect is fun: AEs will complain, procrastinate, and straight up not do it.In todays episode, we share... more
How to scale past $10M ARR. GTM Engineering. How AI is changing the game and much much more.We got Maja... more
Usually, we share advanced analysis to run, cases of amazing tech companies, or something else.Today, we're talking about an energy... more
If there's something we all love, it's to root for david beating goliath.And right now, there's a small team doing... more
With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once... more
Your main contact is not your champion. You champion might not be an experienced buyer. And the list goes on.The... more
So we've crossed 200 episodes. And we felt like, as usual, doling out some advice - this time focused on... more
How's PLG different from outbound? We asked someone who's worked with both motions. And the interesting part? They used a very... more
Growth envy. We've all been there. Another company just blows up in what feels like seconds.Immediately you wonder, how could... more
There are 1000s of privately held unicorns. But for many of them, they will truly struggle to make a meaningful... more
Are you about to report to the CEO? Are you already?In todays episode, we share our experience reporting to the... more
Free trials don't work for AI products - so... what do you do?That's what we asked Chris, CEO and founder... more
Wrappers are dead. LLMs are dead. SaaS is dead. The application layer is dead.It's moving pretty fast still in AI,... more
If 4 developers at a unicorn got a $1m check, could they copy your feature? Well, yes. We discussed why... more
If sellers aren't selling anymore.. What are they doing? and why are we paying them so much?Find out in this... more
What can you learn from someone who's built a motion from scratch to scale? That's what we discovered with Maximus,... more
Weaknesses are awesome. If you can identify them that is. We discuss three common GTM weaknesses and how you can... more
How do you get CAC:PB below 12? How do you get reps to close 50% more ARR? By focusing on... more
This is your quick guide to GTM velocity. We cover three simple areas you can focus on to accelerate your... more
Is it time to fire the VP Sales? How do you know? How do you do it? Did s/he even... more
There are 200 folks with the title "GTM Engineer" on LinkedIn. But somehow, this role gets discussed a lot.And it's... more
Okay.. There's a few motions being covered plenty (inbound, outbound, plg etc.)But there's this other thing called community led growth... more
Moats. Copycats.. The list goes on. There's a lot of reasons to hate being in SaaS.We discuss the most common... more
Remember Salesforce and Seibel? Well. We're about to see a lot of similar things happen thanks to AI.In today's episode,... more
So Q1 is kicking off in hours, and most of you have already made a few mistakes. We discuss the most... more
Did you start reflecting over your next career steps? Whether it's about quitting, staying and growing -- we discuss all... more
Will growth return? How will AI influence GTM? There's so many questions as we near the end of 2024. In... more
Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how... more
What's a great ARR per FTE, and is it even realistic to get to $1M? And if you could, why... more
2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we... more
There's been a bunch of change happening lately. And a lot of excuses to. It's time to accept the changes... more
Will the funding market screw you, or accelerate your plans? In this episode, we talk with Peter Walker about funding and... more
If you're the first to exploit a new opportunity, your advantage will only get bigger over time. So, is there an... more
Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely... more
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
We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn.Laura shares her playbook, giving you... more
Carta. HubSpot. Brandwatch. Rippling. These companies, and many others, offer services (even though VCs don't like it). It's not about creating... more
Everyone talks openly about raising a new round or closing a massive deal. But churn, crickets. Except for one guy,... more
Outbound is being declared dead every week. AI is ruining outbound. Every business struggle to get it to work. But,... more
Kyle is back on the show - this time we grill him on category creation, and finding a problem to... more
Here's two guys without a job doling out their top 3 career hacks. Don't worry, they had jobs when they... more
Do you need an AI strategy? Do AI SDRs work? And if they don’t, what does?This and more we talk... more
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
What does it look like inside the engine room of a hypergrowth company?That's exactly what we discussed with Arun Mani, CRO at... more