The Revenue Cafe

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Massimo Arrigoni, CEO of BEE Content Design. A successful PLG strategy fills the funnel with users of all shapes and sizes. In this model, there are no prospects; just customers who are at different phases of product adoption. Massimo teaches that sales teams need to change the way they qualify, contact, and engage with customers.

HIGHLIGHT QUOTES

Communicate in a product-focused way - Massimo: "You have to have people on your sales team that are very product-focused, very familiar with the product, great if they're using the product themselves all the time because they are dealing with people that are very familiar with the product."
 

You can find out more about Massimo in the link below:

• LinkedIn: https://www.linkedin.com/in/saas-ceo-massimo-arrigoni/

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Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we welcome back Matt Bolian, Co-Founder, and Head of Strategy and Growth at RevPartners. Matt discusses that RevOps is the science of sustainable revenue growth that enables revenue teams to teach, measure, repeat, improve, and apply growth strategies to the full revenue cycle. He breaks down the RevOps framework and answers audience questions on how to get started on RevOps.

HIGHLIGHT QUOTES

Get into a CRM first to start RevOps - Matt: "The way I say start is go into Salesforce or go into HubSpot, get certifications, and then get a role where you are in the CRM each and every single day and then you can start checklists."

You can find out more about Matt in the link below:

• LinkedIn: https://www.linkedin.com/in/matthewbolian/

Check out more Hot Takes on revenue acceleration on our website below!

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Matt Bolian, Co-Founder, and Head of Strategy and Growth at RevPartners. The definition of RevOps has become muddied, so Matt debunks what it is not amidst buzzwords like "alignment" and "methodology." Billion-dollar companies were already executing RevOps long before the term even existed.

HIGHLIGHT QUOTES

What RevOps is NOT - Matt: "It is not new, it is not a methodology or alignment, it is not a mindset or a way of thinking, and it's not something you can start or stop. Everybody, if you have a business or you are working for a business, you are participating in revenue operations."

You can find out more about Matt in the link below:

• LinkedIn: https://www.linkedin.com/in/matthewbolian/

Check out more Hot Takes on revenue acceleration on our website below!

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Megan Zink, the Sr. Director for Demand Gen Marketing at ReviewTrackers. Working with an agency is a partnership. They do not replace your team; they augment them. An agency is not a set-it-and-forget-it setup and data sharing is imperative to achieve success. The way to achieve this is through overcommunication and optimization.

HIGHLIGHT QUOTES

Data sharing is necessary for success with an agency partner  - Megan: "Two-day data sharing is absolutely imperative. You have to treat them like they are a part of your team. You can't just say, hey, you out in leftfield, we need to hit this metric and we need to bring in this much revenue. You need to tell them what is successful on your end."
 

You can find out more about Megan in the link below: 

• LinkedIn: https://www.linkedin.com/in/megan-zink/
   

Check out more Hot Takes on revenue acceleration on our website below!

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Megan Zink, the Sr. Director for Demand Gen Marketing at ReviewTrackers. She shares how their aggressive growth led them externally to work with an agency. While not all agency relationships pan out, the demands of their goals led them to one that helped them meet their targets in PPC and SEO.

HIGHLIGHT QUOTES

Stats indicate that working with an agency can 1.7x immediately- Megan: "Patience is a virtue here. But, since that time, these were some really exciting stats for me to see and share with you. We've generated over $800,000 in the pipeline for about almost $500,000 spent. So we've definitely 1.7-ed it."

Partnering with an agency has increased branded keyword searches - Megan: "We've also increased our branded keyword searches for ReviewTrackers, things like that, by 142% each. So that, to me, is a really good indicator that we're starting to take hold in the market, and then also increase total opportunities from organic search by 366%."

You can find out more about Megan in the link below:

• LinkedIn: https://www.linkedin.com/in/megan-zink/

Check out more Hot Takes on revenue acceleration on our website below!

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Patrick Campbell, Founder, and CEO of ProfitWell. Changing your price will always come as a shock even to your most loyal customers. However, by doing your research, conducting impact analysis, and framing your message properly, you will reduce the churn that you expect because of these changes.

HIGHLIGHT QUOTES

Underpricing your product or service makes you lose deals - Patrick: "If you're not losing deals because of your price, you're not testing that pricing power. You actually might be losing deals because of that price. And so, I have found that about 80 to 90% of companies that I've interacted with or seen the data on, they're underpriced."

You can find out more about Patrick in the links below:

• LinkedIn: https://www.linkedin.com/in/patrickccampbell/
• Twitter: https://twitter.com/patticus
• Email: [email protected]

Check out more Hot Takes on revenue acceleration on our website below!

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Patrick Campbell, Founder, and CEO of ProfitWell. Acquiring customers, monetizing them, and retaining them are the 3 big growth levers. However, pricing is the forgotten growth lever. Patrick digs into how you can rethink your pricing and evolve it using a value metric to maximize your growth.

HIGHLIGHT QUOTES

Your price is what you charge and who you're targeting - Patrick: "Your price is the exchange rate on the value that you've created. And what's kind of beautiful about that is if we go a little bit lower, we can start to realize that everything we're doing is driving someone to a point of conversion or justifying that product or that value or that price that we're putting on that value. And so your pricing becomes, your monetization becomes, not only the number you're charging but also who are you going after."

YYou can find out more about Patrick in the links below:

• LinkedIn: https://www.linkedin.com/in/patrickccampbell/
• Twitter: https://twitter.com/patticus
• Email: [email protected]

Check out more Hot Takes on revenue acceleration on our website below!

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Perry Nalevka, Co-Founder and CEO of Penguin Strategies. Today, Perry talks about the missing piece in playbooks—audience insight research (AIR).

Perry details the Double Diamond Process that Penguin uses for AIR which consists of the first part, research, and the last part, execution. Implementing their process helps companies experience growth when the rest of the industry is stagnating.

HIGHLIGHT QUOTES

Utilizing attribution in the Double Diamond Process - Perry: "You've got the list of content, you start creating it, and start seeing what works, and that's where the attribution software comes back into play. How much traffic are we getting to the pieces? Who's coming and visiting these pieces of content? Is it the right type of people? And once you've been testing it and executing on that, you could deliver more and more focused."

You can find out more about Perry in the links below:

• LinkedIn: https://www.linkedin.com/in/pnalevka/
• Website: https://www.penguinstrategies.com/

Check out more Hot Takes on revenue acceleration on our website below!

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Perry Nalevka, Co-Founder and CEO of Penguin Strategies. Today, Perry gives an overview of how attribution is commonly done today and the clear disconnection it has from how people actually communicate today. With the popularity of dark social, we need to rethink how we attribute interactions.

HIGHLIGHT QUOTES

Addressing the crisis of disconnection in attribution - Perry: "The way we connect is broken or it's changed, I think that's the way of calling it. It's a crisis of disconnection. And there's a number of levels to it, the first one being that we have so many systems that we put together over the last 3, 4, 5 years, so many applications, so much MarTech out there, the sales tech, RevOps, that they're helping us become more efficient but they're really messing up our systems for those of us who deal with the IT piece of sales and marketing ops."

You can find out more about Perry in the links below:

• LinkedIn: https://www.linkedin.com/in/pnalevka/
• Website: https://www.penguinstrategies.com/

Check out more Hot Takes on revenue acceleration on our website below!

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 2023 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Rhys Williams, Founder and Managing Partner of Domestique Consulting. Capacity planning is one of the most significant activities to drive alignment and set up the GTM team for success in the next year.

He shares how to coordinate the different departments and gives practical advice on what companies can do to tweak the plan quarterly to reach the annual targets. Capacity planning is a process that gets everyone in on the conversation and, once the GTM is aligned, must include finance as well. 

HIGHLIGHT QUOTES

Capacity planning is a process that involves the entire GTM team - Rhys: "The vast majority of companies tend to do it in silos. Marketing is doing a silo, finance is doing a silo, and then gives you the top-down number. So the key is two things. One, when you build the model, it needs to look at not just sales, but the entire go-to-market. And it should be interconnected. If you change something in sales, it should impact marketing, should impact the BDR, all that type of stuff."

"Two, as I mentioned in this, this is a process and this is where rev ops can really take the lead of getting all the key stakeholders in a room together. So one of the ways that we do it, we build the model, we give them heads of marketing, heads of BDR, heads of sales, heads of CS saying, this is the model."

WAGNER allows you to make baseline assumptions when historical data is not available - Rhys: "WAGNER: wild-ass guess, not easily refutable. So what I mean by that is, yeah, alright, so we're going to go upmarket in the enterprise team, or we're gonna expand internationally. You don't have the historical data, however, you can baseline it. And again, the individuals on this phone call probably understand the business better than anybody else." 

"So the whole goal is I'll tell you right now, whatever assumption you have will be wrong, but the goal is to get it close enough. And then as long as you have the in-quarter tracking methodology, you can sit down and say, oh, we were way off. Let's change these things."

You can find out more about Rhys in the links below:

• LinkedIn: https://www.linkedin.com/in/rhys-williams-24563617/
• Website: https://www.domestique.info/

Check out more Hot Takes on revenue acceleration on our website below!

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com