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

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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:

October 31, 2024AI in Action: GTM use cases that work (with Andy Mowat)
Do you need an AI strategy? Do AI SDRs work? And if they don’t, what does?

This and more we talk about with Andy Mowat
(00:00) - Introduction
(05:47) - RevOps vs GTM Ops and retitling
(11:10) - AI Usecases in the GTM
(12:18) - The main sales usecase
(14:15) - AI SDRs: Efficiency vs. Conversion
(19:02) - AI that actually works in sales
(23:06) - AI and data
(26:08) - Generative AI and Data Normalization
(30:05) - Future of AI in Business

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...more
38min
October 29, 2024Growblocks is shutting down: here's what we've learned
Growblocks is done, but we're continuing the podcast - so we thought we'd share some of the things we've learned along the way in this episode.
(00:00) - Introduction
(02:43) - Growblocks shutting down
(03:36) - Why it didn't work
(04:36) - The people we were selling to
(07:56) - Internal Selling and Champion Challenges
(13:16) - Category Creation and Market Positioning
(15:50) - Impact of SaaS and AI on the Market
(19:55) - Consulting vs. Product Focus
(22:48) - Building Trust Through Branding
(26:24) - Effective Outbound Strategies
(28:29) - Future Plans and Show Continuation

Never miss a new episode, join our newsletter on revenueformula.substack.com
...more
32min
October 15, 2024Here are two simple ways to reduce burn
Need to be more efficient in your GTM? Then it's time to get serious about your burn rate.
In this episode, Mikkel and Toni break down some tactics you can start now to get your finances in line.
(00:00) - Introduction
(02:42) - Reducing Burn
(09:02) - Mastering Payment Terms for Cashflow
(12:07) - Strategic Pay Raises and Salary Bands
(14:32) - Effective Use of SPIFFs
(16:31) - Navigating Budget Challenges in Recruitment
(18:47) - Optimizing Sales Commissions and Performance
(23:12) - Balancing Owned, Earned, and Paid Marketing Channels
(27:28) - Reevaluating Tool Investments for Cost Efficiency

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
33min
October 08, 2024Are warrants a scam? Here’s what you need to know
Between bad leaver clauses, dilution and liquidation preferences, we're willing to bet most folks out there don't understand their warrants. And who can blame them?
In this episode, we break down the complexities of warrants in compensation packages and answer the question: Are they worth it? Or are they just a scam?
(00:00) - Introduction
(02:13) - Understanding Warrants: A Potential Scam?
(04:22) - Warrants as Compensation: Myths and Realities
(12:33) - The Complexities of Dilution and Liquidation Preference
(20:14) - Negotiation Strategies and Secondary Markets
(24:56) - Conclusion and Final Thoughts

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
27min
October 03, 20247 GTM problems everyone has, and how to fix them (with Eddie Reynolds)
What if we told you there are 7 simple mistakes companies make over and over again?
From the misalignment between sales and marketing to the mishandling of inbound leads, Eddie Reynolds joins us to shed light on why these mistakes happen, and how to avoid them.
(00:00) - Introduction
(04:16) - Transition to SaaS Companies Discussion
(05:10) - The Importance of a True Revenue Leader
(06:56) - Challenges in Marketing and Sales Alignment
(16:43) - Inbound Lead Routing Issues
(23:35) - Inbound vs Outbound Pipeline Expectations
(24:06) - Challenges with Quota Attainment
(24:15) - The Role of CFOs in Sales Planning
(24:36) - Understanding CFOs' Go-to-Market Knowledge
(25:13) - Importance of Accurate Sales Forecasting
(32:20) - Outbound Sales Strategies and Challenges
(37:14) - Aligning Inbound and Outbound Efforts
(39:55) - Navigating Dirty Data in Sales

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
46min
October 01, 2024To prevent burnout, this could be the answer
Do you recognize this in yourself or someone else: You're working hard. More than what's required. You're rxtremely busy, but at the end of the week, you're just not sure what you actually got done.
Yes, that really hurts. And eventually, you'll burn out. The solution? Getting productive as F...
(00:00) - Introduction
(02:29) - Stress, burnout and productivity
(08:06) - Keeping an inventory
(08:26) - Waiting for list
(10:54) - Fixing sleep with a list
(12:00) - A not to do list & the endless backlog
(14:47) - Weekly updates
(17:58) - Context Switching
(22:42) - Interruption
(25:52) - Take control of your calendar

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
33min
September 24, 2024Starting a new job? Do these 3 things
Whether you're a new CRO, VP of Marketing, or RevOps, if you want to earn your title, you'll want to onboard quickly and drive results early. But that's usually easier said than done.
In this episode, we give you 3 things you should do when starting a new organization to bring value from day 1.
(00:00) - Introduction
(01:09) - How to onboard yourself
(03:16) - Importance of Pre-Start Research
(04:55) - Triaging the Organization
(11:05) - Quick Wins and Early Impact
(18:28) - Building Relationships with the Team
(25:28) - Understanding Goals and Expectations
(28:51) - Conclusion and Final Thoughts
...more
30min
September 17, 2024Do we have a tenure problem in tech?
Yes. Tenure for tech is relatively bad when comparing to other industries. But is that a problem? And if so, how do we fix it?
This and more we get into in todays episode
(00:00) - Introduction
(02:41) - After 3 years, half your team has moved one
(07:02) - Boomers, millenials and different tenures
(12:18) - The problem short tenure creates
(13:10) - Employee Acquisition Costs
(14:23) - The Hidden Costs of Recruitment
(15:42) - Onboarding and Ramp-Up Time
(17:53) - The Importance of Employee Tenure
(20:43) - Strategies to Increase Employee Retention
(23:14) - Analyzing Employee Churn

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
32min
September 12, 2024How to build & replicate stellar sales teams (With Collin Cadmus)
What does it take to build a succesful salesteam? And what does it take to replicate it? That's what we talk with Collin Cadmus about.
(00:00) - Introduction
(04:08) - Sales Success and Product Quality
(09:28) - Identifying a Great Product
(14:54) - Building a Strong Sales Team
(20:55) - Replicating Successful Sales Teams
(21:36) - Setting Attainable Quotas
(22:12) - Incentivizing High Performance
(23:39) - Scaling Sales Teams Efficiently
(32:39) - Aligning Strategy with CFOs and Investors
(42:02) - Adapting to Market Conditions

***
Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: https://www.revletter.io/
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: [email protected]
...more
47min
September 10, 2024Is it time to merge inbound and outbound?
When folks run outbound, they eventually also run inbound. But should those motions really be separate? What would happen if they were merged? And what problems would it resolve?
This and more we discuss in todays episode
(00:00) - Introduction
(00:42) - Hunting Challenges and Reflections
(02:43) - Transition to Business Discussion
(02:59) - Outbound vs Inbound Marketing Debate
(03:42) - Month-End Process and Opportunity Review
(04:47) - Challenges in Marketing and Sales Collaboration
(06:12) - Revenue Attribution and Commission Issues
(10:16) - Strategies for Demand Generation
(10:56) - Combining Inbound and Outbound Efforts
(19:41) - Lead Scoring and SDR Integration
(26:22) - Final Thoughts and Conclusion

***
Connect with us

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