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The Revenue Formula
The Revenue Formula episodes
- When volume won't cut it
There's a phase shift that happens to any b2b SaaS company. The shift away from volume to efficiency.
When is it time to shift, and how do you go about it? That's what we discuss.
- (00:00) - Introduction
- (01:56) - Is volume still the thing?
- (07:04) - Shifting Focus away
- (13:00) - The Process
- (16:40) - Budget Reallocation Strategies
- (17:11) - Conversion Rate Optimization Techniques
- (19:52) - Improving Demo Request Conversion
- (21:11) - The Tools
- (25:29) - The Skills
***
Connect with us
🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revenueletter.substack.com
📺 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 - 3 ways to stop indecision
You're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time. Let's reconnect".
And it's no surprise, layoffs, budget cuts and more has led to a fear of messing up. We discuss three ways to overcome indecision.
- (00:00) - Introduction
- (04:26) - Sales Challenges and Indecision
- (05:58) - Economic Impact on SaaS
- (12:34) - So what can you do? Start small.
- (16:22) - But won't my ACV take a hit?
- (17:40) - Try Before You Buy: The Power of POCs
- (19:54) - The Role of Technical Validation
- (24:19) - Building Trust with Flexible Contracts
Sources:- The JOLT effect
- Lookers forward deploy and PMF
***
Connect with us
🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revenueletter.substack.com
📺 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 - Why BI Sucks
BI tools promised to solve the "data starved" teams, giving them access to make decisions. However, we see quite a few challenges that you should know.
That's why we dive into our experience with business intelligence.
- (00:00) - Introduction
- (02:51) - The Challenges of BI Implementation
- (05:52) - The High Costs of BI Tools and Expertise
- (09:01) - The Importance of Consensus in BI Rollouts
- (10:57) - Why even go for BI?
- (13:17) - Analyzing Marketing Data
- (17:23) - The Reality of BI Tools
- (19:51) - Why BI Tools Fail Commercial Teams
- (25:48) - The Opportunity for Improvement
***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]28 min - Hiring for the logo & other mistakes
It's time to talk about hiring for b2b SaaS. With the change from 'growth at all costs' to efficient growth, hiring is more important than ever.
In the episode, we get into
- (00:00) - Introduction
- (02:41) - Why talk about hiring?
- (06:53) - It's time for the "suite and tie" folks
- (12:51) - Testcases are kinda useless
- (16:51) - What is it you're hiring for?
- (22:08) - Get a local
- (27:40) - Will you do the work?
***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]34 min - Secrets to winning in hyper competitive markets
What can we learn from hyper competitive markets in SaaS? That's exactly what we asked in this episode. We get into the pitfalls and strategies you can use to do better against the competition.
- (00:00) - Introduction
- (03:44) - Hyper compeitive markets
- (06:12) - Pitfalls to watch out for
- (10:18) - Disruption happens
- (13:42) - What are folks gonna do?
- (15:04) - Horizontal vs vertical SaaS
- (19:05) - Outcompete on differentiation
- (25:33) - Outcompete on GTM
- (30:48) - Outcompete on cash
***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]35 min - NPS can't predict churn
No, net promoter score can't predict churn. We cover the alternatives in todays episode
- (00:00) - Introduction
- (04:14) - What is NPS and why does it suck?
- (10:22) - Predict & prevent churn
- (11:02) - Signals
- (16:13) - Customer vintages
- (21:32) - The process
***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]30 min - Use this framework to run root cause analysis
Here's the method used by Toyota to run root cause analysis. It's called the 5M framework, and helps you look at problems from multiple angles - so you can prevent them from happening again.
- (00:00) - Introduction
- (03:56) - How Toyota would run RCA
- (04:50) - 5M overview
- (06:22) - Manpower
- (10:47) - Machinery
- (14:03) - Material
- (18:28) - Method
- (23:13) - Measurement
***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]33 min - Why we think we need RevOps (and why we really need it)
We think we need RevOps because: Systems. Tools. Data.. And they all have merits, but, there's a few other yet very important reasons to bring RevOps on let alone have them in the first place.
Listen in and find out!
- (00:00) - Introduction
- (03:47) - Why do we need it?
- (05:04) - "We gotta call someone"
- (11:55) - When is a strategic focus even needed?
- (16:44) - At some point it's a factory
- (18:39) - This is why RevOps matters
- (21:52) - When does the VP Finance get fired?
- (26:19) - Take the information monopoly away from finance
- (29:58) - Flag problems earlier
***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]34 min - Do you have one of these GTM problems?
There's 3 GTM problems we see over and over again - and they can totally be avoided. Listen to the episode to learn if you've got one of the problems.
- (00:00) - Introduction
- (02:09) - Calling out the problem
- (05:14) - 1: Everyone secretly knows
- (13:16) - 2: Acquisition is a mess
- (17:40) - Contingency planning
- (19:42) - 3: Blindsided by churn
- (21:36) - Love the demo, hate the product
- (23:00) - What now?
***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]31 min - Friction by design
Focused on removing friction? In this episode we discuss when it might be worth it to add some friction instead.
- (00:00) - Introduction
- (08:36) - Just try creating one graph
- (15:44) - Why is there no pricing page??
- (23:35) - Support friction
***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
About The Revenue Formula
From the publisher's feed
This podcast is about scaling tech startups.
Hosted by Toni Hohlbein & Raul Porojan, together they look at the full funnel.
With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast.
If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.
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