The Revenue Formula

Everything has been cut and more will be cut. Cost is more expensive, we need to be super efficient but we still want growth. Phew.. What are we to do? Less, that's what.  In this episode, we walk through what you can do less of, and how it'll help you grow (faster). (00:00) - Introduction (02:37) - We're starting to do less (05:47) - More deals with less (08:18) - Reduce volume (15:59) - Priotiti...

SaaS is being completely reset following the era of growth at all costs. But what's happening, how can you adapt and what's to come? This is exactly what we discuss with Jacco van der Kooij , founder of Winning by Design. (00:00) - Introduction (01:03) - Meet Jacco (05:02) - Pricing is no longer sust nable (07:51) - We're in a moment of change (13:40) - Multiple transformations (17:54) - AI as a d...

The one metric that shouldn't go up and to the right is CAC Payback, and it's doing exactly that. Rather than trying to fix CAC, there's another solution. (00:00) - Introduction (02:53) - CAC Payback (05:59) - Look beyond CAC:PB (09:13) - Drawback of CAC:LTV (10:50) - How do you get there? (15:00) - The other thing is product (19:20) - What have you done for them lately? (21:54) - Aligning newbiz...

How do you get to this first million in revenue? And what does the journey past 10 look like? That's what Steffen from Synthesia shared with us. In the episode, we got into: (00:00) - Introduction (02:28) - Meet Steffen (03:47) - The backstory (09:58) - The first million (service revenue) (14:27) - The first first million (subscriptions) (19:11) - Getting to $10M (23:21) - Viral loop (30:34) - Ent...

It's no longer land and expand - it's land and maintain. But what can you realistically do to fix your NRR? In this episode, we share 4 practical tips that'll help (00:00) - Introduction (04:27) - Expansion ladder (11:32) - What have you done for them lately? (16:38) - Involve the customer (20:35) - Take a hit on newbiz MRR (27:05) - Tripple down on succesful customers (31:17) - Wrapup ***  This e...

How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll, that's a surefire way to decrease your overall performance. So we invited Anthony from Fletch to help fix it - we focused on the difficulties especially surrounding being multi-product or segment. (00:00) - Introduction (01:33) - Meet Anthony Pierri (06:31) - Ugh messaging - why even bot...

Whether you're at $2, $10 or $20M ARR - if you want to add outbound as a motion, this episode is for you. We dive into the sequence here: (00:00) - Introduction (05:55) - 0-$1M - Founder led (09:55) - How to assess it (12:29) - $1-2M - The first SDRs (20:59) - $2-10M - Many SDRs (28:51) - +$10M - The factory Mentions Sam Blond & Ashley Kelly discuss how to dominate outbound ***  This episode i...

How does a company scale after raising funds? And what changes are necessary to maintain a stellar go-to-market? That and much more we discussed with Catie Ivey , CRO at Walnut . (00:00) - Introduction (00:48) - Meet Catie (05:05) - The setup (10:03) - Finding GTM fit (15:38) - Scaling outbound (18:07) - The rituals (27:43) - The culture of problem solving (30:54) - When you don't own marketing (3...

There's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove some of your limiting beliefs and let you scale things that you couldn't before. (00:00) - Introduction (04:27) - It's all focused on output (08:01) - Quality increase for SDRs (13:37) - Faster ramp (20:04) - AEs: Ramp, training & research (28:59) - What will happen to marketing? ***  This ep...

Is your GTM broken? What do you even look for? Why does it matter? That's just some of the points we cover in this episode. Besides giving you four clear things to look out for - we also share some solutions. The outcome? You should see improved performance & efficiency. (00:00) - Introduction (03:09) - The stakes (08:35) - Disconnected operations (10:20) - Reporting isn't aligned (15:08) - No...

Is it time to add another GTM? Dave told us before recording "not until after $10M ARR". So of course, we discussed that and much more. We went through the process of establishing different Go-To-Market (GTM) strategies - including the importance of testing and tailoring strategies to match audience behavior, considerations when transitioning from sales-led to product-led growth, and the significa...

Even in good times, you're slowly falling out of PMF. Inspired by Jason Lemkin, we dive into the signs you need to watch out for, to avoid losing product-market fit. Sure, you might have been hired after PMF was achieved - but it's still your problem, especially if you're in the go-to-market team. In the episode, we get into: (00:00) - TRF - 088 - 4 signs pmf is gone (02:38) - Not just a founder i...

Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we seek to understand what the top 1% of sales teams are doing. How do they operate? How are they managed? This and more we discuss with Kevin "KD" Dorsey , SVP of Sales and Partnerships at Bench. (00:00) - Introduction (01:51) - Meet Kevin KD Dorsey (03:30) - Understanding the top 1% of reps (06:25) - C...

Thinking about raising quotas? Or being forced to? Then there's a couple of questions you need to ask yourself first. Because if you can't answer them, you'll be in trouble when the sales team asks them. (00:00) - Introduction (03:07) - Do we raise quotas (08:30) - How do you even dare to raise quotas? (10:52) - How many make quota? (13:56) - What did the winning reps get to hit? (16:10) - Where's...

What does it take to make it to IPO? What happens inside the company to the build up? Those were just some of the things we talked with Robin Daniels about. And he knows, because he's taken part in 2,5 IPOs. (00:00) - Introduction (02:15) - Meet Robin (02:17) - Meet Robin Daniels (03:04) - 1 week out (12:06) - 1 out of 100 went to IPO (15:35) - Barrier to use (23:26) - Box? You mean dropbox right?...

Who really owns GTM, and what are the symptoms when you don't really have someone leading it? This and much more we discuss in todays episode (00:00) - Introduction (03:06) - Who owns your GTM? (04:42) - The RevOps hype (08:45) - Conequence 1: Marketing produced more low quality MQLs (13:48) - Account management upsell (15:03) - Who moved the cheese? (19:09) - Who should own the GTM? (25:51) - Thi...

What is Nearbound really? How can you use it, and should you? Those are just some of the questions we asked Jill Rowley who's currently building this new category. (00:00) - Introduction (01:15) - Meet Jill (03:11) - How she stumbled into marketing automation (05:27) - Social selling (07:53) - Surround strategy (11:29) - Nearbound.. What is it? (16:03) - Not just about acquisition (19:36) - What's...

How do you expand to a new market? When is the time right? How do you not burn a ton of cash? That's exactly what we discuss in todays episode (00:00) - Introduction (01:40) - Scrappy international (04:04) - Why should you even cross the border? (08:24) - Start with reps (10:26) - Opening up locally (14:04) - When is it time? (20:53) - Finding arbitrage (24:02) - It's never truly a TAM issue (26:2...

In this episode, we sit down with Thomas Neergaard Hansen, President at Amplitude, to delve into the critical role of face-to-face interactions in today's customer-centric world.  (00:00) - Introduction (01:25) - Meet Thomas Hansen (11:07) - People have forgotten about face-to-face (17:58) - The customer-centric market motions (32:59) - Build the process for face-to-face (39:45) - Bill Gates and t...

How do the biggest engineering projects in the world avoid potential disasters? They create a digital replica to address problems before they become problems. Stealing from the world of engineering, in this episode, we walk you through how you can create a digital twin of your GTM engine in order to help you focus on execution.  (00:00) - Introduction (02:13) - It starts with a twin (07:26) - Appl...

There are 5 kinds of ROI software provides - and understanding the difference is critical. With Sangram , we discuss that and much more (00:00) - Introduction (01:32) - Say hello to Sangram Vajre (04:48) - Buyers and ROI (07:10) - 5 types of ROI (10:41) - The ROI of slack (17:36) - What ROI do we provide? (21:18) - Changing ROI profile (30:26) - ROI is not just a sales tool (34:20) - Two kinds of...

Having talked with lots of companies, we're still being asked how to make sales work, or at least work better.  So today, we dive into the top 3 signs that sales is broken - and what you can do to fix it. (00:00) - Introduction (02:53) - The signs (05:08) - Trust and accountability (11:22) - Commitment (17:08) - Conflict (27:00) - Bonus: Bowtie

There are three ways marketing gets screwed - we discuss them all to help you unscrew marketing. In the episode, we get into: (00:00) - Introduction (02:05) - 3 reasons marketing gets screwed (03:21) - Your deal or my deal (13:28) - Make marketing do everything (24:38) - We need it now

Our friends over at winning by design is about to drop new research - suggesting that we might just have lost GTM fit. In todays episode, we discuss the research, and as usual what companies can do about it. (00:00) - Introduction (03:49) - Loss of go-to-market fit? (06:25) - Why did we lose it? (15:52) - What do we do now? (17:11) - Cut strategically (22:30) - Run a GTM diagnostic (27:12) - Impro...

Today we talk with Norman about two unconventional underdogs, Google and Uberall, and how they changed the perception. We get into: (00:00) - Introduction (02:13) - Meet Norman (07:20) - Google, the underdog (11:25) - People didn't care about search, but.. (20:26) - Uberall - another underdog (27:14) - Because of us or despite of us (30:17) - Beyond one tactic (32:58) - Getting buy-in (38:26) - Fi...