The Revenue Formula

By 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 20 years of experience in B2B SaaS and 3 exits, they ... more

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FAQs about The Revenue Formula:

How many episodes does The Revenue Formula have?

The podcast currently has 213 episodes available.

The Revenue Formula episodes:

April 03, 2025LinkedIn blueprint: How SDRs can book more meetings (with Morgan Ingram)
If you're running outbound. If you're using SDRs. Or planning to. You've got to listen to this episode.
We got Morgan Ingram on the show, and he broke down his LinkedIn playbook to get replies at scale.
(00:00) - Introduction
(03:18) - Outbound Marketing and Career Choices
(06:16) - Optimizing LinkedIn Profiles
(07:45) - Common Mistakes in Outbound Messaging
(11:34) - Effective LinkedIn Connection Strategies
(17:58) - Using Videos and Voice Notes in Outreach
(19:41) - Humanizing Your Outreach
(22:35) - The Challenges of SDRing Outbound
(23:00) - Essential Tools for Effective Sales
(26:33) - Creative Sales Tactics: The Alley Oop Play
(31:35) - Pipeline Development Strategies
(36:04) - The Role of LinkedIn in Modern Sales
(40:03) - The Future of Email in Sales

This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.

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...more
48min
April 01, 2025Did Klarna really delete 1200 SaaS apps?
Over the last year or so, Klarna has been on a rampage to automate away. They've sliced tools, costs and staff. Begging the question...
Is this just a VC narrative or is there more than meets the eye?
(00:00) - Introduction
(02:44) - Klarna's Journey and Financials
(05:49) - AI's Role in Cost Reduction
(07:51) - Customer Service Innovations
(10:28) - Internal Knowledge Management
(13:47) - Introduction to Data Consolidation
(14:29) - Enterprise Search and Internal Tools
(15:20) - Klarna's Knowledge Graph and AI Integration
(16:38) - Deprecating Salesforce and Workflow Changes
(20:05) - HR and Employee Feedback Innovations
(25:51) - Build vs. Buy Debate

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36min
March 27, 2025Last week in software: 11x, Deel, Rippling & spy-bound
We had to record this unusual episode. In what feels like a single day, a year's worth of drama has unfolded in software.
It almost seems like John Oliver would talk about it. But since he's busy, we decided to do an episode for him on 11x and the chaos that's emerging.
(00:00) - Introduction
(02:03) - Deel, Rippling and the spy
(05:35) - 11x
(08:13) - TechCrunch acquired
(09:33) - Fake Customers Controversy
(13:54) - Insane Churn Rates
(19:38) - Investor lawsuit? nope
(23:11) - Employees. Not happy.
(29:23) - Product Performance and Market Fit
(34:25) - Future Prospects and Challenges

Sources
Techcrunch on 11x
Hasan's post on X
AI SDR test
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40min
March 25, 2025Your guide to getting AEs to self-prospect (finally)
Getting AEs to self-prospect is fun: AEs will complain, procrastinate, and straight up not do it.
In todays episode, we share some simple tricks to get account executives excited and motivated to self prospect (hint: it's about $).
(00:00) - Introduction
(03:12) - AI in Sales and Self Prospecting
(05:41) - Challenges of Self Prospecting
(07:57) - Incentives for Self Prospecting
(11:43) - Pipeline Generation and Commission Strategies
(16:53) - Navigating AE and SDR Roles
(17:43) - Impact of Self-Prospecting on Performance
(18:50) - Incentivizing Prospecting Targets
(23:01) - Team-Based Incentives and Collaboration
(26:33) - Testing and Adjusting Incentives
(28:34) - Simple and Effective Incentive Ideas
(29:52) - Visual and Tangible Incentives
(31:42) - Incentives for High-Value Deals

This episode is brought to you by Everstage - the highest-rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.

Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
35min
March 20, 2025How to scale past $10M ARR and more (With Maja Voje)
How to scale past $10M ARR. GTM Engineering. How AI is changing the game and much much more.
We got Maja Voje, also known as the GTM Strategist, to join us and share her thoughts on this and more.
(00:00) - Introduction
(02:34) - Challenges in Scaling Beyond 10 Million
(03:30) - Inbound Marketing Struggles
(04:50) - Outbound and ABM Strategies
(07:05) - AI SDRs and Personalized Outreach
(11:52) - Navigating LinkedIn's Compliance Issues
(13:53) - Humanization vs. Automation in GTM
(19:21) - Adapting to AI in Product Market Fit
(21:54) - Revisiting Messaging and Pricing Strategies
(25:38) - Outcome-Based Pay in the Workforce
(26:33) - Understanding Value Metrics
(27:55) - Pricing Experiments and Strategies
(36:49) - Adopting AI in the Workforce

This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.

Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
44min
March 18, 2025The Red Bull playbook tech companies should steal
Usually, we share advanced analysis to run, cases of amazing tech companies, or something else.
Today, we're talking about an energy drink. Stay with us because this potent drink can teach tech a lot about advertising.
(00:00) - Introduction
(02:26) - Energy Boosts and Red Bull
(14:29) - Red Bull's Media Empire
(17:34) - Examples of Media and Community Acquisitions
(19:15) - Red Bull's Endless Content Stream
(24:20) - Red Bull's Stratosphere Jump
(26:21) - Outrageous Marketing Stunts
(29:00) - Local and Grassroots Marketing Efforts
(31:57) - Takeaways for Software Companies
(32:21) - Creative Marketing Examples in Software

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...more
35min
March 13, 2025Your guide to killing Zendesk (with Marty Kausas, co-founder & CEO at Pylon)
If there's something we all love, it's to root for david beating goliath.
And right now, there's a small team doing just that. Pylon, led by Marty Kausas, is going head to head with Zendesk.
Naturally, we asked Marty to share their playbook.
(00:00) - Introduction
(01:17) - The Motivation Behind Building Pylon
(01:52) - The Journey to Becoming A-List
(02:19) - Board Games and Strategic Thinking
(04:16) - Targeting a Massive Market
(09:46) - Building the First Product
(11:42) - Competing with Giants
(18:59) - Product Development and Marketing Strategies
(26:35) - Embracing a Heavy Debate Culture
(29:24) - Leveraging LinkedIn for Business Growth
(38:22) - Scaling Sales and Hiring Strategies
(42:31) - Navigating AI in Customer Support
(47:59) - Reflecting on Business Learnings and Future Plans

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51min
March 11, 2025Killed by AI: What's happening with Chegg
With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once highflying edtech company.
We break down the story of Chegg, and distill four learnings for GTM leaders.
(00:00) - Introduction
(02:02) - The Role of AI in Our Show
(05:34) - The Rise and Fall of Chegg
(07:59) - Chegg's Business Model and COVID-19 Impact
(13:44) - The ChatGPT Disruption
(16:39) - The Resilient Business: Surviving Disruption
(17:03) - AI's Impact on Incumbents
(18:33) - The Innovator's Dilemma
(20:29) - Opportunities for Change
(21:38) - AI Disruption in Various Industries
(24:05) - Strategies for Business Resilience
(26:15) - The Importance of Diversification
(27:50) - Facing the Reality of Disruption

This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.

Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
36min
March 07, 2025Your champion is probably fake (With Gal Aga)
Your main contact is not your champion. You champion might not be an experienced buyer. And the list goes on.
The problem is: not getting this right can really hurt your ability to bring in newbiz revenue.
That's why we invited Gal Aga from Aligned. Not only did he post a kick-ass meme on this problem, but he also has worked extensively with AEs and run into this problem too often.
(00:00) - Introduction
(01:56) - The Israeli Tech Ecosystem
(04:35) - Understanding the Role of a Champion
(08:15) - Champion Enablement Strategies
(13:27) - Multi-Threading in Sales
(18:08) - Executive Buy-In and Business Cases
(23:06) - Navigating Executive Involvement in Sales
(23:50) - Building Trust with Your Champion
(26:38) - Understanding Buyer Dynamics
(27:10) - The Role of Professional Buyers
(28:47) - Collaborative Decision Making
(29:15) - Avoiding Transactional Sales
(30:58) - Managing Internal and External Stakeholders
(31:38) - Modern Sales Strategies
(41:43) - The Future of Transactional Selling
(45:27) - Final Thoughts and Takeaways

This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,
You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.

Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
47min
March 04, 2025Don’t create another podcast: Lessons from 200 episodes
So we've crossed 200 episodes. And we felt like, as usual, doling out some advice - this time focused on the thing we spend a lot of time on... Podcasts. Specifcally this one.
If you've considered, or are constantly being suggested/told to do a podcast. This episode is for you. If not, maybe it'll just be fun to get a look under the hood. (and if nothing else? This episode also consist of non-work related conversation)
(00:00) - Introduction
(02:42) - Podcasting Journey and Milestones
(03:28) - Why You Shouldn't Start a Podcast
(04:07) - Challenges and Realities of Podcasting
(08:23) - The Effort Behind Consistent Content
(10:37) - Building Trust and Community
(16:58) - Reflecting on Past Guests
(17:33) - Becoming Part of the Creator Economy
(18:29) - Leveraging Influencer Partnerships
(19:59) - The Impact of Guest Episodes
(23:17) - Strategies for Growing the Audience
(24:29) - The Importance of Consistency
(28:31) - Effective Content Repurposing

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...more
33min

FAQs about The Revenue Formula:

How many episodes does The Revenue Formula have?

The podcast currently has 213 episodes available.

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