Most B2B revenue engines stall out. In this episode, we break down why — and how to build one that actually scales.
Paul Perrett (CEO, Firmable) joins us with Adem Manderovic (Closed Circuit Selling, CRO School) to map ARR model, the 10-line economic engine, and why cataloguing and ecosystem activation beat brute-force outbound.
We unpack how to work backwards from revenue goals, align Sales, Marketing and CS around market validations, and build compounding demand with brand and partners.
Tune in and learn:
+ The 10-line economic model behind a scalable B2B revenue engine
+ How to replace MQLs with market validations and fix SDR incentives
+ Ecosystem activation plays that compound trust and pipeline
If you’re a B2B marketer in a small team, this is a must-watch. It’s practical, numbers-first, and shows how to turn brand, SDRs, inbound, and partners into one working B2B revenue engine.
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🔗 Links + CTAs
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🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school
🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course
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📚 Latest content: https://theb2bplaybook.com/
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00:00 Scaling from traction to a real revenue engine
01:00 Meet Paul Perrett (Firmable CEO) + Adem Manderovic
03:00 What Firmable does and the CEO’s many hats
05:20 Modelling $2M to $10M ARR with a 10-line engine
09:30 Three demand channels: SDR, inbound, partners
12:20 Cataloguing vs predictable revenue: the missing metric
18:50 Why incentives break SDRs (and how to fix them)
22:00 Ecosystem activation and compounding demand
26:40 Brand, trust, and the founder-led play
33:00 Selling brand and long-term plays to boards & CFOs
42:00 The bets Firmable is making to reach $10M ARR
49:40 Signals, SEA expansion, and the myths of Aussie SaaS
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👥 Are you a B2B marketer in a small team??
💰 Need to bring in more revenue for your company (so sales and your boss love you??)
Get the:
🔹 strategy
🔹 templates
🔹 tools
So you have everything you need to drive more revenue for your brand.
See why other B2B marketers like you love The B2B Incubator
https://theb2bplaybook.com/demand-generation-course
S07 E195 - The B2B Playbook
#b2b #b2bmarketing #digitalmarketing #demandgeneration #outboundsales
