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:

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
January 09, 2025Community led growth, don't do it (with Matthew Volm)
Okay.. There's a few motions being covered plenty (inbound, outbound, plg etc.)
But there's this other thing called community led growth that hasn't been covered a lot -- so we decided to discuss it with someone who built a succesfull community.
And that's Matthew Volm, co-founder of RevOps Coop. We asked him to share, well, why you shouldn't do CLG.
(00:00) - Introduction
(02:53) - How the community became a thing
(06:53) - Pivoting to Community Building
(12:34) - Challenges in Building a Community
(21:30) - Learning on the Job: The Challenges of Revenue Operations
(22:19) - The Impact of COVID-19 on RevOps
(22:46) - Building a Community for RevOps
(23:18) - Starting a Community: Key Considerations
(23:59) - The Importance of Niche Focus
(25:20) - Community-Led Growth: Success Stories
(26:49) - The ROI of Community Participation
(28:48) - Effective Community Engagement Strategies
(34:31) - The Role of AI and Human Connection in Communities
(38:01) - The Mindset for Building a Community
(41:20) - Customers and prospects

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
46min
January 07, 20255 things we hate about SaaS
Moats. Copycats.. The list goes on. There's a lot of reasons to hate being in SaaS.
We discuss the most common headaches in todays episode.
(00:00) - Introduction
(04:22) - "It's so easy to copy us now"
(08:51) - Do you have a.. moat?
(16:00) - We need to be efficient
(18:55) - More pipeline, fewer deals
(21:47) - SaaS Selling to SaaS

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
28min
January 02, 2025Why AI is eating software (with Jonathan Moss)
Remember Salesforce and Seibel? Well. We're about to see a lot of similar things happen thanks to AI.
In today's episode, we discuss how AI is eating software - who's already being disrupted, and what a moat looks like now.
(00:00) - Introduction
(04:47) - AI's Impact on Software
(08:34) - Understanding AI Agents
(13:50) - AI's Role in Business Processes
(18:16) - Challenges in AI Adoption
(25:19) - The Rise of AI in Software Development
(26:01) - The Importance of Smaller Models and Data
(28:12) - The Role of Memory in AI
(29:54) - Knowledge Graphs and Their Impact
(31:08) - Customer Success and AI
(33:12) - Navigating AI for Incumbents
(38:27) - The Future of AI-Driven Companies
(42:34) - Practical Tips for AI Integration

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
December 31, 20245 mistakes that always breaks Q1
So Q1 is kicking off in hours, and most of you have already made a few mistakes.
We discuss the most common ones, and what you can do to fix them.
(00:00) - Introduction
(03:23) - Preparing for Q1: Common Mistakes
(05:42) - Make no room for sales excuses
(06:35) - Setting Sales Targets and Comp Plans
(09:37) - Hiring is late... again
(13:05) - Maybe it's the right time now
(17:22) - January got screwed in Q4
(21:57) - People leave

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
26min
December 26, 2024Advise for your career in 2025 (with Robin Daniels)
Did you start reflecting over your next career steps? Whether it's about quitting, staying and growing -- we discuss all things career with Robin Daniels.
(00:00) - Robin Daniels
(06:54) - Energy and Initiative in Your Career
(11:33) - The Importance of Soft Skills
(12:35) - Evaluating Career Goals and Titles
(17:48) - Weekly Self-Assessment for Career Satisfaction
(20:04) - Impact of Work on Personal Life
(20:16) - Advice for Those Unhappy at Work
(20:42) - Introspection and Self-Reflection
(23:06) - The Role of Salary in Job Satisfaction
(24:48) - When is it time to... go?
(35:08) - When there's no room above

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
39min
December 24, 2024Your guide to go-to-market trends in 2025
Will growth return? How will AI influence GTM?
There's so many questions as we near the end of 2024. In today's episode, we cover the key trends and predictions for 2025.
(00:00) - Introduction
(01:21) - Go-to-Market Trends for 2025
(02:21) - But first: Will we see more growth next year?
(04:17) - AI's Impact on Sales and Hiring
(08:24) - More sales roles
(12:34) - The rise of AI agencies
(16:31) - GTM Engineers
(21:53) - Teams of 20 will beat teams of 200
(29:03) - Branding in the Age of AI
(33:44) - Conclusion and New Year Wishes

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
35min

FAQs about The Revenue Formula:

How many episodes does The Revenue Formula have?

The podcast currently has 213 episodes available.

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