The Revenue Lab

By Weflow

Unlock the secrets of scaling SaaS companies with Janis Zech, CEO of Weflow, on the Revenue Lab podcast. Join us as we delve into the strategies powering rapid revenue growth, featuring candid convers... more

· Business

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FAQs about The Revenue Lab:

How many episodes does The Revenue Lab have?

The podcast currently has 14 episodes available.

The Revenue Lab episodes:

July 25, 2024#13 Customer success excellence at Hubspot w/ Daphne Costa Lopez
Daphne Costa Lopez, Director of Customer Success at HubSpot, shares her extensive experience in customer success, discussing the evolution of customer success metrics, the importance of onboarding, and strategies for driving customer growth.
We cover:
Transitioning from churn and happiness metrics to revenue retention

The significance of customer outcomes as leading indicators

The impact of effective onboarding on customer retention

Strategies for driving customer expansion and growth
You can find more information about Daphne here: ⁠https://www.linkedin.com/in/daphnecostalopes/⁠
RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠
Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠Weflow: ⁠https://www.getweflow.com⁠
Marker:
(00:00:00) Introduction

(00:01:17) Daphne's Background

(00:07:31) Evolution of Customer Success Metrics

(00:14:39) Importance of Onboarding

(00:19:06) Customer Outcomes and Value Metrics

(00:24:00) Strategies for Customer Expansion

(00:28:56) Effective Renewal Management

(00:35:30) Final Thoughts and Advice
...more
52min
June 27, 2024#12 How Salesforce scaled GTM during its hyper-growth phase - Joachim Schreiner, CRO, Parloa & ex-Salesforce
Joachim, Chief Revenue Officer at Parloa, shares his experiences from leading Salesforce in the German-speaking region to his current role at Parloa. He delves into lessons learned at Salesforce, the importance of customer focus, and strategies for driving hyper-growth in the tech industry.
We cover:
Transitioning from Salesforce to Parloa

Key lessons learned at Salesforce

The importance of customer focus and trust

Strategies for effective hiring and team building

Driving pipeline and managing channel partnerships
You can find more about Joachim right here:https://www.linkedin.com/in/joachimschreiner/
RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerWeflow: https://www.getweflow.com
Chapters:
(00:00:00) Introduction
(00:01:17) Joachim's Background
(00:07:31) Lessons Learned at Salesforce
(00:14:39) Transition to Parloa
(00:19:06) Customer Focus and Trust
(00:24:00) Effective Hiring and Team Building
(00:28:56) Driving Pipeline and Channel Partnerships
(00:35:30) Final Thoughts and Advice
...more
32min
June 20, 2024#11 How to avoid GTM bloat - Christian Reichert, CRO at Shiftmove
Christian Reichert, CRO at Shiftmove, shares insights from his journey at Salesforce, ProductsUp, and Vimcar. We discuss how to run a customer-centric GTM motion and ways to avoid GTM bloat.
We cover:
Why Go-to-market teams are bloated

How to run a customer-centric GTM motion

Why sales forecasting is broken for most revenue teams

Asking the right questions in the forecast meeting
You can find more information about Christian here:
https://www.linkedin.com/in/reichertchristian/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com

Chapters:
(00:00:00) Introduction
(00:01:17) Christian's Background
(00:07:31) Journey from Salesforce to ProductsUp
(00:14:39) Transition to Vimcar
(00:19:06) How to run a customer-centric GTM motion
(00:24:00) Effective pipeline management & forecasting
(00:35:30) Final Thoughts and Advice
...more
47min
June 13, 2024#10 Creating a modern revenue factory - Jacco van der Kooij, Founder of Winning by Design
Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.
We cover:
Six essential models to create recurring revenue

How to establish a common data language in your org

Basic rules for different stages of scaling
Jacco’s book can be found here:
⁠https://shop.winningbydesign.com/products/revenue-architecture-text-book⁠
⁠https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/⁠
You can find more information about Jacco here:
⁠https://www.linkedin.com/in/jaccovanderkooij/⁠
RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/⁠ Weflow: ⁠https://www.getweflow.com/⁠
Marker:
(00:00:00) Why Jacco wrote "Revenue Architecture"
(00:02:09) How markets have shifted
(00:03:53) GTM motions & measuring profitability
(00:11:03) Rules for different stages of scaling
(00:17:41) 6 models to create recurring revenue
(00:22:55) How to establish a common data language
(00:32:13) Navigating a jungle of different GTM motions
...more
40min
June 06, 2024#09 How to forecast with high accuracy - Jeff Ignacio, Head of GTM Operations & Growth at Regrow Ag
Today’s episode with Jeff Ignacio is all about forecasting.
Jeff wrote three articles encompassing 17 questions about forecasting — and we walk you through all the key learnings.
We cover:
What an effective forecasting process looks like

Pitfalls of different forecast types

How to measure pipeline hygiene
Jeff’s articles can be found here:
1. ⁠https://revengine.substack.com/p/lets-run-it-back-with-forecasting⁠
2. ⁠https://revengine.substack.com/p/lets-run-it-back-with-forecasting-5da⁠
3.⁠https://revengine.substack.com/p/lets-run-it-back-with-forecasting-076?utm_source=publication-search⁠
You can find more information about Jeff here:
⁠https://www.linkedin.com/in/jeffbethechange/⁠
RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/⁠ Weflow: ⁠https://www.getweflow.com/⁠
Marker:
(00:00:00) The right forecasting cadence
(00:04:58) Pitfalls of weighted forecasts & how to do it right
(00:10:18) How to measure pipeline hygiene
(00:16:17) Forecast roll ups
(00:20:17) What a good forecasting process looks like
(00:25:41) Handling big deals in forecasting
...more
35min
May 30, 2024#08 Lessons from scaling revenue at SoSafe, Staffbase & Optimizely - Frank Piotraschke, CRO at SoSafe
Frank Piotraschke is a true GTM veteran. In this episode, he shares how he scaled various revenue teams and how he solved the biggest challenges along the way.
What you’ll learn in this episode:
How to scale revenue to 400+ people

Pipeline generation at SoSafe

How to measure pipeline health
You can find more information about Frank here:
⁠ https://www.linkedin.com/in/frankpiotraschke/
RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠
Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/ ⁠
Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/ ⁠
Weflow: ⁠https://www.getweflow.com/⁠
Markers:
(00:00:00) Biggest challenges when scaling
(00:08:36) Pipeline generation at SoSafe
(00:13:50) How to scale from 0 to 10M+
(00:19:20) Metrics
(00:22:38) How to close deals
(00:27:49) Identifying pain
(00:30:14) Biggest learning from hiring from 40 to 400 people
(00:35:46) Final questions/tips
...more
40min
May 23, 2024#07 Growing from $0.5M to $5M in ARR with less trial & error - Björn Schäfer, Founder & GTM Advisor at Rowing8
Björn gives valuable insights into growing SaaS companies to their first 5M, while shedding light on how to find Product Market Fit, and what Björn calls ‘Product Segment Fit’.
What you’ll learn in this episode:
Why is Björn focused on the phase 0.5-5M?

How to find Product Market Fit

How to know you’re ready for expansion & find Product Segment Fit
You can find more information about Björn here:
⁠ https://www.linkedin.com/in/bjoernwschaefer/
RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠
Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/ ⁠
Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/ ⁠
Weflow: ⁠https://www.getweflow.com/⁠
Markers:
(00:00:00) Why the phase 0.5-5M ARR?
(00:03:34) How do you define Product Market Fit?
(00:05:52) What is Message Market Fit & how do you improve it?
(00:13:32) What is Product Segment Fit & how do you achieve it?
(00:15:56) Signs for missing Product Segment Fit
(00:22:46) Signs for revenue expansion
(00:29:35) How to quantify your solution
...more
38min
May 16, 2024#06 Expansion strategy from $10M to $50M in revenue - Mark Holenstein, COO & GTM Leader at Akeneo
Mark has an incredible wealth of experience in scaling companies such as Akeneo, Signavio and Hybris. In this episode, Mark shares his key learnings from his career journey:
What are the stages of scaling from $10M to $50M?

Expansion strategies: internationalization vs. new segments

How to reduce risks while scaling

You can find more information about Mark here:
⁠ https://www.linkedin.com/in/markholenstein/
RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠
Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/ ⁠
Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/ ⁠
Weflow: ⁠https://www.getweflow.com/⁠
Markers:
(00:00:00) Mark’s career Background
(00:06:03) Stages of scaling from 0 and 100 Mio
(00:13:05) Mark’s sweet spot to join scaling companies
(00:22:28) First steps to successfully scale
(00:28:02) Early signals that the company is ready to scale
(00:35:51) Last insights to scaling & key career advice
...more
41min
May 09, 2024#05 Running a highly effective sales & forecasting process - Robert Gimbel, GTM Advisor & ex-CRO at Camunda
Robert scaled Camunda’s GTM motion for over a decade. In this episode of The Revenue Lab, he’ll share his learnings and best practices with you:
Camunda’s sales process

Pipeline generation at Camunda

Running a highly accurate forecast process

Robert’s key sales metrics
You can find more information about Robert here:
⁠https://www.linkedin.com/in/robert-gimbel-gtm/
RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠
Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/ ⁠
Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/ ⁠
Weflow: ⁠https://www.getweflow.com/⁠
Markers:
(00:00:00) Camunda’s GTM motion
(00:06:28) Opportunity criteria
(00:13:50) The most important part in the sales cycle
(00:18:17) Forecasting setup
(00:24:05) Increasing predictability
(00:25:37) Key sales metrics
(00:31:07) Most important learnings
...more
36min
May 02, 2024#04 Learnings from growing a $100M+ B2B Enterprise GTM team - Ben Beivers, CRO at Remerge
Ben Beivers has scaled Remerge's GTM motion to >$100M in revenue. In this episode of The Revenue Lab, we discuss his learnings along the way:
Remerge's GTM motion & Pipeline gen

The ideal seller profile

Ramping & retaining top talent

Compensation

RevOps & Internationalization
You can find more information about Ben here:
https://www.linkedin.com/in/benjaminbeivers/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/
Weflow: https://www.getweflow.com/
Markers:
(00:00:00) Introduction
(00:02:57) Remerge's GTM motion
(00:05:17) Pipeline generation
(00:09:45) Ideal seller profile
(00:12:57) Ramping & retaining talent
(00:16:41) Incentivation
(00:25:56) Transparent compensation
(00:27:59) RevOps & Internationalization
(00:36:28) Top learnings
...more
41min

FAQs about The Revenue Lab:

How many episodes does The Revenue Lab have?

The podcast currently has 14 episodes available.