The Revenue Formula

By Toni Hohlbein & Raul Porojan

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

5

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FAQs about The Revenue Formula:

How many episodes does The Revenue Formula have?

The podcast currently has 219 episodes available.

The Revenue Formula episodes:

February 13, 2025No more free trials (Chris Pasquier from Slite)
Free trials don't work for AI products - so... what do you do?
That's what we asked Chris, CEO and founder of Slite.
(00:00) - Introduction
(03:36) - Challenges in Selling AI
(04:53) - Introduction to Slite and Super
(06:31) - AI Implementation and Use Cases
(08:50) - Customer Onboarding and Trials
(10:15) - Why can't we just do freemium
(13:10) - Overcoming AI Adoption Barriers
(22:15) - Future of AI in Business

This episode is brought to you by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!
Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
40min
February 11, 2025SaaS was dead last week, but now it's back.
Wrappers are dead. LLMs are dead. SaaS is dead. The application layer is dead.
It's moving pretty fast still in AI, and we thought it was time to take stock of what we know right now.
(00:00) - Introduction
(01:03) - OpenAI's Superbowl Ad Breakdown
(02:29) - The Role of AI in Modern Life
(03:16) - Teasing Future Content
(03:50) - The Fast-Paced World of AI
(05:35) - Understanding GPT Wrappers
(07:40) - Hype vs. Reality in AI
(10:04) - The Evolution of Solutions
(14:22) - Consumer Perception of AI
(16:25) - AI's Role in Problem Solving
(17:47) - The Commoditization of AI
(18:50) - Cloud Providers and AI Models
(20:39) - The Future of AI Investment
(22:31) - Challenges in AI Implementation
(28:51) - Skepticism and Realities of AI

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
February 06, 2025You have no moat (With Bethany Stachenfeld)
If 4 developers at a unicorn got a $1m check, could they copy your feature? Well, yes. We discussed why this question is stupid, and how to build true competitive advantages.
(00:00) - Introduction
(02:11) - Remote Work and Team Dynamics
(02:47) - Exploring New Features and Innovations
(04:59) - Customer Experience and Building a Moat
(15:05) - Sticky Features and User Retention
(17:52) - Salesforce and the Challenges of Switching Providers
(18:34) - Bad Industry Practices and Network Effects
(19:38) - Building Ecosystem Benefits and Integrations
(20:38) - Strategic Partnerships and Preferred Partners
(23:34) - Customer Feedback and Product Development
(27:27) - Efficient Growth and Competitive Advantages
(33:23) - Outbound Marketing Strategies

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
40min
February 04, 2025Sellers don't sell
If sellers aren't selling anymore.. What are they doing? and why are we paying them so much?
Find out in this episode.
(00:00) - Introduction
(02:50) - Sales Insights and Changing Dynamics
(05:01) - The knowledge gap has reversed
(07:57) - Proof of Concept: Ensuring Solutions Work
(10:12) - The Role of Sellers in the New AI World
(11:40) - The Importance of Customer Feedback
(13:19) - Navigating the Buying Process
(15:59) - The Value of Sales Skills
(23:17) - Addressing Indecision in Sales

This episode is brought to you by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!
Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
26min
January 30, 2025Stacking outbound (With Maximus Greenwald)
What can you learn from someone who's built a motion from scratch to scale?
That's what we discovered with Maximus, CEO and Co-founder of Warmly. He shares how they built outbound from nothing.
(00:00) - Introduction
(03:05) - Building in Public
(06:41) - Firing Customers
(07:43) - Stacking Outbound
(10:54) - Zero to One: Lessons and Learnings
(19:08) - Dang outbound, it works!
(19:52) - Consistency in Email Campaigns
(20:34) - Profiles for Zero to One Phase
(21:30) - Commandos, Soldiers, and Policemen
(24:24) - Scaling Sales Processes
(25:15) - Layering in more channels
(27:54) - Hiring and Team Culture
(29:19) - Navigating Growth Challenges
(35:27) - AI in Sales and Marketing

This episode is brought to you by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!
Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
42min
January 28, 20253 Signs your GTM is weak
Weaknesses are awesome. If you can identify them that is. We discuss three common GTM weaknesses and how you can identify them...
So you can start fixing them and getting better.
(00:00) - Introduction
(03:23) - Parenting Challenges
(04:22) - Go-to-Market Strategies
(05:35) - 20-20 vision
(06:22) - 1: I'm just not motivated
(12:37) - You're a bad leader
(15:04) - It's products fault (of course)
(16:30) - Handling Bugs and Product Frustrations
(17:09) - Building a Billion Dollar Business
(22:17) - I'm not listening to you (the customer)
(26:24) - The Value of Qualitative Data

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
34min
January 23, 2025Better unit economics, PLG + SLG and more (with Kevin McIntyre)
How do you get CAC:PB below 12? How do you get reps to close 50% more ARR? By focusing on unit economics.
In this episode, we focus on that, merging PLG + SLG and more with Kevin McIntyre.
(00:00) - Introduction
(04:24) - Why merge
(07:02) - Bringing together PLG and SLG
(10:24) - Challenges and Strategies Post-Merger
(13:38) - Focus on Unit Economics and Sales Efficiency
(32:40) - Where AI will assist
(38:01) - Reflections on CRO Tenure and Final Thoughts

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
43min
January 21, 2025GTM Velocity: How to out-execute the competition
This is your quick guide to GTM velocity. We cover three simple areas you can focus on to accelerate your GTM — and outcompete your competition.
(00:00) - Introduction
(05:14) - Work Culture and Four-Hour Work Week
(07:23) - Go-to-Market Velocity Explained
(11:28) - High Tempo Testing and Experimentation
(13:11) - Defining Kill Criteria for Projects
(14:38) - Experimental Market Expansion Strategies
(15:40) - Simplifying for Speed and Learning
(18:34) - The Importance of Speed in Hiring
(24:01) - Optimizing Team Capacity
(27:47) - Effective Time Management and Meetings

This episode is brought to you by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!
Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
35min
January 16, 2025Time to fire the VP Sales? (With Raul Porojan)
Is it time to fire the VP Sales? How do you know? How do you do it? Did s/he even get setup for success?
This and much more we discuss with Raul Porojan
(00:00) - Introduction
(03:50) - Firing the VP of Sales: Initial Thoughts
(04:49) - Challenges in Sales Leadership
(05:58) - Setting and Achieving Sales Quotas
(11:24) - Evaluating Sales Leadership Performance
(21:09) - When to Fire a Sales Leader
(24:41) - Final Considerations and Team Dynamics
(25:45) - Identifying the Real Problem
(26:35) - Deciding to Let Go of the VP
(27:00) - Handling the Transition
(28:06) - Founder Involvement in Sales
(29:22) - Bridging the Leadership Gap
(30:34) - Dealing with Team Dynamics
(33:25) - Internal Promotions
(39:02) - Avoiding Common Hiring Mistakes
(40:34) - Making the Right Hiring Decision

This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.
Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!
Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
50min
January 14, 2025The rise of the GTM engineer
There are <200 folks with the title "GTM Engineer" on LinkedIn. But somehow, this role gets discussed a lot.
And it's an interesting discussion - especially because we created a similar role at out previous startup, and it worked extremely well.
Not sure what the role does or why it matters? Then listen to this episode. We discuss
(00:00) - Introduction
(01:32) - Introducing the Go-to-Market Engineer Role
(08:57) - The role in practise
(20:49) - Where does the role sit?

This episode is brought to you by 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
31min

FAQs about The Revenue Formula:

How many episodes does The Revenue Formula have?

The podcast currently has 219 episodes available.

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