The Revenue Formula

CAC as a metric is pretty useless for operations. But why is that? And what should you do instead? That's exactly what we cover in this episode Introduction (01:38) Very quickly: Defining CAC (Customer Acquisition Cost) (02:41) Keep it simple (05:47) "CAC as a metric is pretty useless" (07:20) CAC and Ratios (10:44) Use CAC Payback instead (13:52) CAC Payback Benchmarks (22:30) You can check out t...

It seems so obvious once you've had an aha moment. Whatever you were doing before is just seen in a completely new light. Unfortunately, we only get so many aha moments -- but fortunately we share 3 of Toni's biggest Aha moments around go-to-market in this episode. Quick introduction (00:55) 1: More AEs = more revenue? (02:04) 2. Sales led motion on a €2-3K ACV? (11:59) 3. How does marketing work...

We've run more than 200 quarterly business reviews (QBRs), and we've realized something. They're broken. Fortunately, we have a solution that improves them by a great deal. We're calling it QBRs 2.0 - listen in here. You can check out the blogpost here: https://growblocks.com/blog/qbrs-are-broken/ If you're interested in GTM live, sign up here to get access: https://growblocks.com/gtm-live/  

61% said sales enablement was useless on Bravado (yikes). While the community is very direct, there's a couple of reasons sales enablement doesn't succeed. We talk about the problems, how to overcome them - and share one or two counter-intuitive approaches you can take. Key points The problems sales enablement can solve (04:08) Why sales enablement matters (06:59) It should be called revenue enabl...

Don't just make big bets. Consider rapid experimentation to outpace the competition. We share 5 concrete examples, a process we've followed - all to enable you to conduct rapid experiments.

Formula 1 pitstops took 50 seconds, now it's down to 2. That's the power of continuous improvement, and it can be applied to SaaS.

Sales cycles are extending. Win rates are decreasing. How do you make decisions faster? With a simple framework.

When outbound doesn't work, everyone looks to the tools and the processes. But there's something else that has a higher impact.

In this episode we expose how unicorns such as Snowflake, Datadog and Asana drive hypergrowth. All revealed by reading their S-1s (IPO filings)

What does an agile go-to-market look like for b2b SaaS? That's exactly what we discuss in this episode.

Getting well beyond 120% NRR is no accident. It's all about GTM, and we break down a few cases in this episode.

Great companies execute their GTM differently than good companies. In this episode, we share the exact differences from a private equity person we recently talked with.

How do +$100M SaaS companies keep hitting their revenue target? We've talked with a few and share our findings in this episode.

Do your competitors know something you don't? Or are you actually smarter than they are? In this week's episode, we talk about the proper way to watch your competition, what to consider, and when it doesn't matter at all.

On this special episode of The Revenue Formula, we go behind the minds of Growblocks and explain why we see revenue generation as a science, not an art. Toni talks about what turned his perspective around, how long it took to get there, and how we envision modern revenue operators today.

With relay runners, each member's performance is critical if they win or lose. The same goes for your GTM teams. In this week's episode, we talk about how to establish accountability in your revenue engine and how to get everyone working on the same team. 

Winning by Design is predicting 2023 as "The largest revenue churn event in the history of SaaS." But just because we're in a downturn doesn't mean that you can't do anything about it. In this episode, we break down 5 non-obvious plays you can attempt this year to stand out from the competition. 

Customers want an easy way to buy from you, so why are we making it harder for them? Between no prices on your website, fluffy product descriptions and no buy-now options, a lot of B2B's are putting up roadblocks. In this episode, we examine the benefits of a 0 Friction 0 Risk purchasing journey, and how you can implement it into your funnel today.

It's 2023, and if you've been listening to everyone on social media, you'll know that you have to focus on efficiency this year.  But what does that actually mean? What can you actually do? Don't let efficiencies be another buzzword this year. In this episode, we cut through the BS and give you 5 real ways you can drive efficiencies this year. 

There are four common go to market challenges, they should be solved in an uncommon way. How do you deal with discounts, partnership deals and more - those are just some of the common obstacles that you’ll encounter as you’re bringing your solution to market. We discuss the logic you can use to solve them the best way possible.

Making a big decision requires you to not just make one decision, but many. In this episode, we cover a simple approach to structure your decision making making sure you won't get stopped dead in your tracks a few months later when someone goes "I don't remember us agreeing to do that?".

The capacity and the sales quota is only half the equation, there’s an entire part always being left out - and it’ll lead to you not being able to hit target. So what is the other half? That’s what we get into in this episode.

Is your plan unachievable? If you don't know, here are the things to watch out for + how to fix it.

The budget always has one important line: Revenue. But behind that line you'll find very little detail. If the plan is being made for 2023, we cover a simple analysis you should run to ensure the business can actually reach the targets desired.

There are four plans a business needs; Budget, people and product. But almost everyone forgets number 4: The revenue plan. We’re fixing that in this episode but diving into what problems it’s causing for you, how to think about your engine and creating a revenue plan.