The Revenue Formula

By Toni Hohlbein & Raul PorojanBusiness Management

The Revenue Formula episodes

February 29, 2024If your messaging sucks, listen to this (with Anthony Pierri, co-founder at Fletch)
How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll, that's a surefire way to decrease your overall performance.
So we invited Anthony from Fletch to help fix it - we focused on the difficulties especially surrounding being multi-product or segment.
(00:00) - Introduction
(01:33) - Meet Anthony Pierri
(06:31) - Ugh messaging - why even bother?
(12:01) - It's not just about outcomes
(16:24) - Lead with one thing
(20:59) - The channel changer
(22:18) - Sell the suite
(23:43) - What do you want to be known for?
(27:53) - The problem with being visionary
(34:42) - How do you get it used?
(40:15) - Picking the usecase
50 min
February 27, 2024How to build & scale outbound
Whether you're at $2, $10 or $20M ARR - if you want to add outbound as a motion, this episode is for you.
We dive into the sequence here:
(00:00) - Introduction
(05:55) - 0-$1M - Founder led
(09:55) - How to assess it
(12:29) - $1-2M - The first SDRs
(20:59) - $2-10M - Many SDRs
(28:51) - +$10M - The factory

Mentions
Sam Blond & Ashley Kelly discuss how to dominate outbound

***
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
✉️ Email: [email protected]
📺 Watch: https://www.youtube.com/@growblocks
34 min
February 22, 2024100%+ growth YoY, here’s how Walnut run their GTM (With Catie Ivey, CRO at Walnut)
How does a company scale after raising funds? And what changes are necessary to maintain a stellar go-to-market?
That and much more we discussed with Catie Ivey, CRO at Walnut.
(00:00) - Introduction
(00:48) - Meet Catie
(05:05) - The setup
(10:03) - Finding GTM fit
(15:38) - Scaling outbound
(18:07) - The rituals
(27:43) - The culture of problem solving
(30:54) - When you don't own marketing
(33:04) - A different sales process
(37:31) - Spending resources purposefully

***
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
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Email: [email protected]
📺 Watch: https://www.youtube.com/@growblocks
43 min
February 20, 2024This won't scale
There's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove some of your limiting beliefs and let you scale things that you couldn't before.
(00:00) - Introduction
(04:27) - It's all focused on output
(08:01) - Quality increase for SDRs
(13:37) - Faster ramp
(20:04) - AEs: Ramp, training & research
(28:59) - What will happen to marketing?

***
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
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Email: [email protected]
📺 Watch: https://www.youtube.com/@growblocks
37 min
February 13, 20244 Signs your GTM is broken
Is your GTM broken? What do you even look for? Why does it matter?
That's just some of the points we cover in this episode. Besides giving you four clear things to look out for - we also share some solutions. The outcome? You should see improved performance & efficiency.
(00:00) - Introduction
(03:09) - The stakes
(08:35) - Disconnected operations
(10:20) - Reporting isn't aligned
(15:08) - No shared language
(22:03) - Disconnected execution
(33:28) - Wrapup

Mentions
David Sacks & Jason Lemkin at SaaStr
GTM consortium
***
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
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Email: [email protected]
35 min
February 08, 2024How to manage multiple GTMs in SaaS (With Dave Boyce)
Is it time to add another GTM? Dave told us before recording "not until after $10M ARR". So of course, we discussed that and much more.
We went through the process of establishing different Go-To-Market (GTM) strategies - including the importance of testing and tailoring strategies to match audience behavior, considerations when transitioning from sales-led to product-led growth, and the significance of unit economics in assessing GTM fit.
Dave Boyce, a PLG and SaaS expert, shares his insights and experiences throughout the conversation.
Check out Dave's substack Product led GTM or follow him on LinkedIn.
(00:00) - Introduction
(02:58) - Meet Dave Boyce
(05:20) - The downside of multiple motions
(10:13) - Sequence of events
(18:35) - Is it time? And how do we test?
(25:12) - From sales led to PLG and vice versa
(29:08) - Adding PLG to sales led
(31:46) - When to pull the plug
(38:29) - If it's broken, here's how to find a new one

***
This episode of The Revenue Formula 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
✉️ Substack: Join +1,000 GTM professionals
💬 Email: [email protected]
44 min
February 06, 20244 signs you're losing product-market fit
Even in good times, you're slowly falling out of PMF. Inspired by Jason Lemkin, we dive into the signs you need to watch out for, to avoid losing product-market fit.
Sure, you might have been hired after PMF was achieved - but it's still your problem, especially if you're in the go-to-market team.
In the episode, we get into:
(00:00) - TRF - 088 - 4 signs pmf is gone
(02:38) - Not just a founder issue
(06:09) - 1: Easy gets redefined
(12:00) - 2: The problem is gone
(17:08) - 3: Buyer behaviour change
(24:07) - 4: Willingness to pay

Shoutout to John Rougeux who captured the quote from Jason.
32 min
February 01, 2024The top 1% of sales teams do this (with Kevin Dorsey, SVP of Sales & Partnerships at Bench)
Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we seek to understand what the top 1% of sales teams are doing.
How do they operate? How are they managed? This and more we discuss with Kevin "KD" Dorsey, SVP of Sales and Partnerships at Bench.
(00:00) - Introduction
(01:51) - Meet Kevin KD Dorsey
(03:30) - Understanding the top 1% of reps
(06:25) - Creating a top 1% sales team
(09:47) - The four Ds
(16:59) - How to stack improvements
(20:54) - You can't outsource this
(25:00) - Supporting functions of a winning team
(28:47) - Script or no script?
(36:32) - Recognize behaviour, not just results

Make sure to check out KD's sales leadership accelerator.
44 min
January 30, 2024Ask this before raising quotas
Thinking about raising quotas? Or being forced to? Then there's a couple of questions you need to ask yourself first.
Because if you can't answer them, you'll be in trouble when the sales team asks them.
(00:00) - Introduction
(03:07) - Do we raise quotas
(08:30) - How do you even dare to raise quotas?
(10:52) - How many make quota?
(13:56) - What did the winning reps get to hit?
(16:10) - Where's the increased performance gonna come from?
(23:52) - I get more opps.. How are you gonna do that?
(25:42) - The one trick
31 min
January 25, 2024Surprising insights from 2.5 IPOs (With Robin Daniels, CBPO at LMS365)
What does it take to make it to IPO? What happens inside the company to the build up? Those were just some of the things we talked with Robin Daniels about. And he knows, because he's taken part in 2,5 IPOs.
(00:00) - Introduction
(02:15) - Meet Robin
(02:17) - Meet Robin Daniels
(03:04) - 1 week out
(12:06) - 1 out of 100 went to IPO
(15:35) - Barrier to use
(23:26) - Box? You mean dropbox right?
(26:14) - How to deal with 'more is not enough'
(31:42) - Making room for greenfield ideas
(37:48) - 80,000 signups... how?
(41:46) - Short time frames matter
(44:16) - Characteristics of high performing teams
49 min