The Revenue Formula

+$100M & how Outreach got there

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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:

  • (00:00) - Introduction
  • (02:13) - Meet Manny
  • (03:45) - Outreach's first motion: Outbound
  • (09:30) - Outbound isn't dead
  • (12:22) - AI changing the outbound game
  • (16:14) - Scaling at 0, $10M and $100M
  • (19:59) - You don't scale to enterprise. You turn into an enterprise machine
  • (22:12) - Narrowing your ICP
  • (23:25) - Kicking in the inbound engine at $50M
  • (26:44) - A competitive category
  • (29:51) - Lessons from Outreach's internationalization strategy
  • (32:20) - Deciding to go multi-product
  • (39:11) - Final advice to get to $100M

    • *** 

    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


    🔔 LinkedIn: Toni / Mikkel

    ✉️ Newsletter: revenueletter.substack.com 

    📺 Watch: https://www.youtube.com/@growblocks
    💬 Contact: [email protected]

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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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