The Revenue Formula

There's a phase shift that happens to any b2b SaaS company. The shift away from volume to efficiency. When is it time to shift, and how do you go about it? That's what we discuss. (00:00) - Introduction (01:56) - Is volume still the thing? (07:04) - Shifting Focus away (13:00) - The Process (16:40) - Budget Reallocation Strategies (17:11) - Conversion Rate Optimization Techniques (19:52) - Improvi...

You're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time. Let's reconnect".  And it's no surprise, layoffs, budget cuts and more has led to a fear of messing up. We discuss three ways to overcome indecision. (00:00) - Introduction (04:26) - Sales Challenges and Indecision (05:58) - Economic Impact on SaaS (12:34) - So what can you d...

BI tools promised to solve the "data starved" teams, giving them access to make decisions. However, we see quite a few challenges that you should know. That's why we dive into our experience with business intelligence. (00:00) - Introduction (02:51) - The Challenges of BI Implementation (05:52) - The High Costs of BI Tools and Expertise (09:01) - The Importance of Consensus in BI Rollouts (10:57)...

It's time to talk about hiring for b2b SaaS. With the change from 'growth at all costs' to efficient growth, hiring is more important than ever. In the episode, we get into (00:00) - Introduction (02:41) - Why talk about hiring? (06:53) - It's time for the "suite and tie" folks (12:51) - Testcases are kinda useless (16:51) - What is it you're hiring for? (22:08) - Get a local (27:40) - Will you do...

What can we learn from hyper competitive markets in SaaS? That's exactly what we asked in this episode. We get into the pitfalls and strategies you can use to do better against the competition. (00:00) - Introduction (03:44) - Hyper compeitive markets (06:12) - Pitfalls to watch out for (10:18) - Disruption happens (13:42) - What are folks gonna do? (15:04) - Horizontal vs vertical SaaS (19:05) -...

No, net promoter score can't predict churn. We cover the alternatives in todays episode (00:00) - Introduction (04:14) - What is NPS and why does it suck? (10:22) - Predict & prevent churn (11:02) - Signals (16:13) - Customer vintages (21:32) - The process ***  This episode is brought to you by Growblocks . Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantl...

Here's the method used by Toyota to run root cause analysis. It's called the 5M framework, and helps you look at problems from multiple angles - so you can prevent them from happening again. (00:00) - Introduction (03:56) - How Toyota would run RCA (04:50) - 5M overview (06:22) - Manpower (10:47) - Machinery (14:03) - Material (18:28) - Method (23:13) - Measurement ***  This episode is brought to...

We think we need RevOps because: Systems. Tools. Data.. And they all have merits, but, there's a few other yet very important reasons to bring RevOps on let alone have them in the first place. Listen in and find out! (00:00) - Introduction (03:47) - Why do we need it? (05:04) - "We gotta call someone" (11:55) - When is a strategic focus even needed? (16:44) - At some point it's a factory (18:39) -...

There's 3 GTM problems we see over and over again - and they can totally be avoided. Listen to the episode to learn if you've got one of the problems. (00:00) - Introduction (02:09) - Calling out the problem (05:14) - 1: Everyone secretly knows (13:16) - 2: Acquisition is a mess (17:40) - Contingency planning (19:42) - 3: Blindsided by churn (21:36) - Love the demo, hate the product (23:00) - What...

Focused on removing friction? In this episode we discuss when it might be worth it to add some friction instead. (00:00) - Introduction (08:36) - Just try creating one graph (15:44) - Why is there no pricing page?? (23:35) - Support friction ***  This episode is brought to you by Growblocks . Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly. That's why Growb...

Do you think this is an AI summary or not?: With AI tools, such as ChatGPT, sales teams can enhance coaching processes by creating personalized frameworks, generating data-driven insights, and fostering consistency for improved productivity and skill development. It is... But anyway, that's pretty much what we discussed with Koen - he's been using AI to assist with coaching the team. Don't get us...

We're using comp plans from the 80s, and there's some problems with that. We discuss how SaaS has simply changed, and provide some important reflections you can use if you need to rethink your comp plans. (00:00) - Introduction (02:26) - We still get lots of questions about this (05:24) - Why everyone does comp plans (08:25) - The purpose of what comp plans need to achieve has shifted (14:25) - Th...

Even if you don't run high velocity sales, there's much to learn from vendors who do. We talked with Frank Nardi (CRO at Cin7) about how they manage short sales cycles and proactively manage their funnel. (00:00) - Introduction (02:21) - Meet frank (06:02) - Tuning the engine (13:36) - Selling to SMB (21:56) - Short cycles, short term? (26:54) - Longer cycles impact capacity (28:34) - Managing mul...

Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are dying - so you can fix it. (00:00) - Introduction (03:02) - Why deals are harder (04:46) - MEDDICC to diagnose performance (07:34) - Champion (11:12) - What's the pain? (14:35) - From pain to metric (17:29) - Who signs the deal? (20:13) - How did they decide? (25:04) - Turning it...

Is RevOps broken? And how do we fix it? Together with Jeff , we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it. (00:00) - Introduction (01:40) - Meet Jeff (03:45) - Glorified GTM IT (11:57) - Overinvesting (18:13) - The go to market plan (30:57) - Under- & overinvestment (34:25) - Getting RevOps headcounts ***  This episode is b...

Is outbound dead? And if not, what are the biggest mistakes we've seen? That's exactly what we get into today (00:00) - Introduction (01:37) - "Outbound is dead? Bullshit." (05:46) - Can you even run outbound? (09:35) - What's changed? (12:28) - Mistake 1: Outsourcing (16:39) - Mistake 2: Not knowing the ideal talent profile (20:43) - Mistake 3: Scaling at the wrong pace (24:36) - Mistake 4: Not g...

What is PLS? When does it make sense to use it? How do you get started? These are just a couple of the questions we asked Jesus who's been building PLG and PLS motions at Unity, Figma, Algolia and Hex. (00:00) - Introduction (00:57) - Meet Jesus (04:35) - PLG at Unity (05:45) - Solving a big problem (12:12) - Is this the right motion? (16:49) - Can you bring users to a pain state? (21:18) - If it...

Everyone has a dashboard, a sheet, some reports - but still the number 1 problem we hear about? It's visibility into performance. So we discussed the problem, and what you can do about it. (00:00) - Introduction (02:16) - Why we get asked about visibility (08:58) - The problem with visibility (14:16) - Breaking down targets (17:48) - Having foresight (21:55) - The first step to build it (27:04) -...

There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge . (00:00) - Indtroduction (03:48) - Meet Mark (08:44) - The number 1 pattern of unnecessary failure (11:16) - Getting the right pacing (16:35) - Pushing back on the plan (25:39) - Why do we misunderstand capacity? (33:54) - The problem with commissions (36:31) - The comp plan works against this goal...

With everything that's happening, we discuss if it's time for RevOps to move away from the CRO. We get into (00:00) - Introduction (02:29) - Is it time to move? (08:30) - If the CRO doesn't get it.. (11:24) - Give CFO operational insights (16:54) - Commercial FP&A? (21:08) - The P&L of commercial (23:54) - Zero helpful advise You can find the CAC:Payback template here . ***  This episode i...

Paddle scaled with one motion: outbound. They were incredibly focused on one ICP, and ended up developing a three folded funnel. (00:00) - Introduction (01:58) - Meet Harrison (06:28) - Figuring out how to sell (12:24) - How they scaled (15:11) - Changing the target customer profile (19:09) - Not running out of market (25:27) - RevOps - the secret sauce (32:01) - The three funnels (41:04) - The me...

If you want to operate SaaS effectively - you need to know how metrics are constructed, and when to use them. Sounds obvious, but many many folks struggle with this, so we walk through two simple frameworks. (00:00) - Introduction (03:08) - Pain with metrics (05:54) - The reality level (10:16) - It takes time to move metrics (14:58) - Metrics tree (18:27) - Higher up, more actions (21:07) - Don't...

We asked Jeremey: How does RevOps help businesses right now switching from growth at all costs to efficient growth? We got into a bunch - how prospects are like fish. Will AI help?. A "moneyball" approach to hiring - and much much more. (00:00) - Introduction (02:49) - Fish are like prospects (04:49) - Meet Jeremey (06:13) - What does efficient growth even mean? (09:47) - Find your "on base percen...

We all want to grow faster, but there's a pretty important team to work with to do that - finance. We get into how finance looks at the GTM and much much more (00:00) - Introduction (02:32) - Look at the cash being burned (07:26) - Asset or liability (11:29) - What it means for the GTM team (13:32) - Not running out of money (22:43) - What finance looks at (27:08) - What does it mean for growth? *...

A pivot. One motion - and relentless focus. That's just some of the ingredients Manny Medina shared on how Outreach grew to $100M and beyond. In the episode we get into: (00:00) - Introduction (02:13) - Meet Manny (03:45) - Outreach's first motion: Outbound (09:30) - Outbound isn't dead (12:22) - AI changing the outbound game (16:14) - Scaling at 0, $10M and $100M (19:59) - You don't scale to ente...