The Revenue Formula

We've talked about having a model to manage and execute revenue at b2b SaaS companies. But we've not really outlined how you build one. We're fixing that in this episode as we get into how Toni build the first operating model for revenue, what dimensions were considered and how it was used. Hopefully it'll serve as inspiration for you to build your own model to manage revenue.

Data quality. Clean data. Measure everything. There's a lot of data available, and because it's very black and white, we tend to get stuck on the quality and cleanliness of the data. Can we even trust it? We discuss why you don't need to chase perfect data to grow revenue - and at the same time when you really need to make sure you have solid data.

There's a difference between fastfood chains and Michelin star restaurants. One has repeatability allowing them to scale, the other doesn't. Understanding the limitations of repeatability helps you pick the right initiatives as you seek to scale revenue at a b2b saas company. We discuss the common misconceptions around repeatability, and how you can make things repeatable allowing you to scale.

If you’re ever gonna miss a quarter, you should do it the right way. It’s not a question of if, it’s a question of when. We discuss why companies usually miss, and what can be done to avoid a hard miss. And if you have a hard miss… What you should consider next.

Retaining your sales reps is the same as retaining your "quota on the street". If you can't retain sales reps, there's a good chance you'll struggle to scale. In this episode we cover one of the foundational reasons why sales reps quit - and no, it doesn't come up in employee feedback surveys. We'll also cover what you can do to identify if you have the problem & fix it.

Discounts is a common practise - that's why we discuss what benefits you can unlock by removing them altogether. But.. Removing them flat out might be hard. Don't worry, we also cover what you can do instead to gain the same benefits a discount free future offers.

There are 4 things that might already now ruin your plan for next year. Even before you've started planning. We cover the four challenges, and what you can do about it to help land a plan you can deliver on.

It's very compelling to get rid of compensation plans theoretically. There's not a system that can be gamed, and research even show that it might not improve performance - but actually decrease it. That's why we cover why you can't get rid of compensation plans, what challenges you'll face and how to avoid common pitfalls if you're building compensation plans for the first time.

Whether you already have RevOps or just thinking about it, you might want to put on your headphones and listen in. We discuss why most b2b SaaS companies have or will have revenue operations by 2025. We get into how the team evolves with the business, how you can get more value from RevOps and succeed.

Did you know that 10x7 is not 70? It’s 100 - because of compounding interest. Rather than going for radical improvements or big projects, consider improving in increments across your funnel. This will reduce risk and your CFO will love you for it.

What’s the methodology we used to hit 12 quarters in a row? A loooot of hard work. We discussed how to set the right targets & plan, how to ensure relentless focus on execution and how that led to what we called ‘predictable revenue’.

You can spend time creating the perfect and most accurate sales forecast, but what value is it really creating? Will you close more deals? Generate higher deal sizes? Not really. You can only forecast accurately as far into the future as your sales cycle. Also, if it's being done to know whether people get commission, you're not creating actual value to the business. What should you do instead? We...

Whether the crisis is caused by the business itself or external factors - a crisis (depending on severity) can present some significant career opportunities. If you're in a squeeze where it's staying on a burning platform or jump into the water, the question becomes: Do you stay or leave the business? There are pros and cons of both options, and that's what we cover in this episode.

Can you clearly explain to your team how you can hit your target? If not, then you might want to listen to this episode. We discuss how to balance targets that are realistic and ambitious. We'll also cover how to close the gaps, what you can do to shift the conversation and ensure you have what's needed to hit.

The growth hack no one talks about: Quarterly business reviews. Want to know why building a habit around business reviews will help you grow? Then this is an episode to listen to. We cover why they make you better, and how to run the first successful QBRs.

Outbound as we know it will never be the same. For buyers, a lot of tools have surfaced to help protect them from outbound reps. But the reps also get access to tools helping them play offense. In this episode, we talk about what's changed, why outbound is relevant and how it can be used today.

What on earth does feedback have to do with growing revenue? A lot - and in this episode we share some approaches to feedback we've taken - and how they help you get better as a team or as an individual. Also while we have your attention, please provide feedback on this episode by dropping a note to podcast@growblocks.com

Thinking about adding enterprise sales as a new motion? Everyone wants that too, but there are some pitfalls - thankfully we discuss them in this episode. We cover when it makes sense, what you'll need in place and what will change (RFPs ring a bell?)

Why does RevOps exist, and how do they switch from busy work to business impact? In this episode we cover the evolution of RevOps and why they’re critical for the GTM teams. As a team, RevOps must focus on revenue by creating shared funnel metrics and running quarterly business reviews with the revenue driving teams. At the same time we cover the questions RevOps needs to be able to answer.

In this episode we talk about the unicorn path. You’ll need to find your way to the first $1M ARR. Whatever path you take, you need to make sure it’s repeatable. We’ve got a suggestion, consider two things: 1) The playing field - what are your options to reach your audience, and 2) the ceiling - how much scale is there, how repeatable is it? If you search for a direction, we discuss the common iss...

The Revenue Formula: A show for people obsessed with revenue and growth at b2b SaaS companies.