The Revenue Formula

By Toni Hohlbein & Raul PorojanBusiness Management

The Revenue Formula episodes

August 27, 2024GTM Inflation & the cost of doing nothing
Yes, inflation can be boring. No, you can't ignore it even in the GTM teams. We discuss what problems inflation is creating - and what to do about it.
(00:00) - Introduction
(01:20) - SaaS and GTM inflation
(06:18) - Rising Costs and Business Adjustments
(09:57) - Understanding Value Pricing in SaaS
(11:00) - Check your T&Cs
(13:50) - Using Price Increase Wisely
(18:54) - Communicating Price Increases to Customers
(25:11) - Case Study: Effective Price Increase Strategies
Mentions
Wil Reynolds
Carta's Peter Walker on salary & inflation
***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revenueletter.substack.com
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
28 min
August 22, 2024Here's how AI is changing sales (With Kyle Coleman)
Will AI replace your sales team? Can it? Should it? What is AI even? This and much more, we talk with Kyle Coleman about.
He's CMO at copy.ai, so he knows a thing or two about AI.
(00:00) - Introduction
(02:38) - AI in Sales: Initial Thoughts
(03:26) - What's AI changing right now?
(04:30) - Challenges with AI SDRs
(07:24) - Future of AI in Sales
(14:07) - Account strategy plans with AI
(17:34) - Systematic Sales Process
(24:20) - Maximizing Sales Efficiency with AI
(24:59) - Getting Started with AI in Sales
(25:44) - Crafting Effective Emails with AI
(28:11) - Leveraging AI for Account Executives
(31:32) - AI in Customer Success
(36:09) - Pitfalls
(40:11) - The Role of Revenue Operations in AI Adoption
(42:12) - "This AI thing is not for me"

***
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]
46 min
August 20, 2024Challenger brands: Forcing people to pick a side
What does a SaaS company, an airline and an oatmilk company have in common? They're challenger brands. And it can be a pretty powerful strategy you can take as a brand.
We run through real examples and much more
(00:00) - Introduction
(02:10) - Challenger Brands... what is it?
(03:50) - Salesforce vs. Siebel: The Ultimate Challenger Brand
(09:55) - Salesforce's Guerrilla Marketing Tactics
(13:22) - Reflecting on Bold Marketing Ideas
(15:12) - The Power of Brand Exposure
(15:39) - Richard Branson's Guerrilla Advertising
(17:28) - Virgin's Creative Marketing Tactics
(19:00) - The Impact of Controversial Marketing
(23:35) - Oatly's Environmental Challenge
(26:54) - Drift's No Forms Movement
Sources
Virgin Atlantic & the blimp
Silverware on Virgin Atlantic
Adam Robinson cease and desist on linkedin
Dave Cancel Hypergrowth keynote

***
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]
32 min
August 15, 2024The New GTM Playbook (With Sid Kumar)
The majority of revenue comes after the initial sales. A 5% lift in retention can lead to a 20-95% increase in revenue. But most companies neglect the customer side - so we need a new playbook.
That's exactly what we talked about with Sid Kumar, VP of GTM Strategy & Planning at Databricks.

(00:00) - Introduction
(02:23) - Meet Sid
(03:05) - The Need for a New Go-to-Market Playbook
(03:17) - Defining a Connected Go-to-Market Strategy
(04:52) - Challenges in Customer Journey Mapping
(06:02) - Practical Steps for Creating a Unified Customer Journey
(12:28) - The Importance of Keeping It Simple
(16:48) - Adapting Go-to-Market Strategies for Different Segments
(17:34) - Diagnosing Revenue Leakage and Efficiency
(24:20) - Entering New Markets: Challenges and Missteps
(24:57) - Unpacking the New Playbook: Customer First Approach
(25:24) - Reframing Marketing and Sales Alignment
(27:14) - The Role of Customer Success in Go-To-Market Strategy
(30:50) - Breaking Down Organizational Silos
(38:42) - The Evolving Role of Revenue Operations
(42:30) - Always Planning: Adapting to Market Changes
(45:49) - Conclusion and Final Thoughts

Sources
Winning by Design, CS as a profit center
Hubspot & Pavilion RevOps survey
***
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]
47 min
August 13, 20244 Reasons customers aren't expanding
If you're north of $5M ARR, 40% of new revenue should come from existing customers. Are you seeing enough revenue from expansion?
Even if you're getting expansion, maybe you can get more - we talk about a few ways to achieve it.
(00:00) - Introduction
(02:34) - Why does expansion matter?
(05:45) - Challenges with Expansion
(08:19) - Strategies for Effective Expansion
(10:28) - Do you get the right customers and do they want more?
(19:14) - Add-Ons and Multi-Product Strategies
(26:45) - Customer Success and Resource Allocation
(28:34) - How many CSMs do you really need?

Mentions & Sources
Openview SaaS benchmarks
Elena Verna
***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revletter.io
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
***
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.
34 min
August 08, 2024Can RevOps lead sales? Well, this person does (with Ryan Milligan)
Thought experiment: What would happen if you put RevOps in charge in sales? Well, we spoke Ryan from QuotaPath who started in RevOps, and now also runs sales.
And there's a few interesting learnings you shouldn't miss
(00:00) - Introduction
(01:30) - Meet Ryan
(02:02) - Transition from RevOps to Sales Leadership
(03:52) - What we think sales is and what it actually is
(06:35) - RevOps and Sales Alignment
(08:13) - Advice for RevOps Professionals
(12:49) - Sales Process and Deal Managemen
(22:07) - Quota Design and Sales Team Efficiency
(30:47) - Comp plans for CS?
(38:13) - Final Thoughts and Conclusion

***
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]
39 min
August 06, 2024The plan that kill teams
It's planning season again. The most agonizing process for GTM teams needing to plan their targets.
We discuss how b2b SaaS teams should go about it.
(00:00) - Introduction
(01:34) - The Annual Plan: A Recipe for Disaster
(02:37) - The CFO owns it
(07:43) - The most important plan
(12:43) - Multi year planning
(18:30) - Resource Allocation: Balancing Headcount and Budget
(20:04) - Commercial & financial planning in parallel
(22:01) - Navigating Initiatives
(25:04) - Short-Term vs Long-Term
(28:52) - Get some friends in FP&A

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revletter.io
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
***
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.
32 min
August 01, 2024Why PLG suck, and how to fix it (with Wes Bush)
PLG sucks. Especially if you don't know what you're doing.
Too many people assume you just turn on the self-serve button and watch the money roll in. And they couldn't be more wrong.
In this episode, we talk with Wes Bush, Founder of ProductLed.com, about everything you need to know about PLG and what you need to do to run it right.
(00:00) - Introduction
(02:18) - Introducing the Guest: Wes Bush
(03:05) - Diving into Product-Led Growth (PLG)
(05:16) - So why does it suck?
(08:43) - Solving for simplicity or complexity?
(14:32) - PLG in Different Business Stages
(19:57) - Pricing and Packaging in PLG
(21:19) - The Challenges of Implementing PLG
(21:43) - Strategic Shifts and Organizational Impact
(23:04) - Primary Go-to-Market Motion
(24:43) - Diagnosing PLG Struggles
(25:31) - What to Give Away for Free
(27:55) - Real-World Examples and Intentionality
(29:56) - Balancing PLG and Sales-Led Approaches
(32:07) - Commitment to PLG Strategy
(37:12) - Competing with PLG Competitors
(39:22) - Final Thoughts on PLG

***
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]
43 min
July 30, 2024Do this before accepting a new job
Are you "on the bench" looking for a new job in b2b SaaS?. Not sure how to know if the next place is a fit for you?
We share a few things to ask, analyze and get in the process.
(00:00) - Introduction
(01:02) - Navigating the Job Market
(02:29) - People on the bench
(06:26) - The first thing to think about
(09:02) - Pressure test the stats
(12:36) - Employer-Employee Fit
(16:05) - When is an impact expected?
(19:13) - Replacement hire?
(21:34) - Runway
(24:13) - Exit Package
(28:22) - Equity

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revletter.io
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
***
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.
33 min
July 23, 20243 Reasons reps don't make quota
Plenty of reps aren't making quota - but there are some very simple reasons why we see again and again and again.
We talk about the three reasons - and the best part? You can fix them.
(00:00) - Introduction
(03:03) - Sales Challenges and Observations
(05:18) - Problem 1: Lots of MQLs that go no where
(16:21) - Problem 2: Wrong meetings booked
(19:42) - Defining Your Ideal Customer Profile (ICP)
(21:58) - Problem 3: The AEs
(24:24) - The Importance of Accurate Sales Data
(29:08) - Conclusion

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revletter.io
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
***
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.
31 min