Rev-n-u Unplugged
James Hounslow from Indigo GTM
🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.
Episodes
Mentioned books
Dec 16, 2025 • 46sec
Never Stop Recruiting
Words of wisdom from James Bagan.
Dec 16, 2025 • 1h 7min
"When Does All of This Become My Fault?" The First 90 Days as a CRO
James Bagan has done due diligence on over 200 B2B tech businesses and doesn't pull punches.In this conversation, he breaks down why most boards misunderstand RevOps, what new CROs must do in their first 30 days to survive, and why promoting your top salesperson usually backfires.We also cover managing board relationships, the death of "growth at all costs," and why you should be interviewing candidates even when you're fully staffed.Straight talk for sales leaders who want to avoid expensive mistakes
Dec 9, 2025 • 1min
You Need To Know What Impact Your Product Has.
Understanding what impact your product or service has on a customer is vital for new business.
Dec 9, 2025 • 1h 1min
"The Four Pillars of Commercial Excellence: How Richard Perez helps Drives Efficient Growth in 2026"
Richard Perez from Apax Partners has spent 30 years optimising commercial engines for many portfolio companies within Apax. In this episode, he breaks down exactly why 50% of sales reps may miss target this year, and it's not what you think.You'll learn:Why sales leaders are spending $2+ to acquire every $1 of new revenue (and how to flip this)The four pillars of commercial excellence that actually move the needleHow to spot real buying signals versus reps peddling optimismWhy your install base is your easiest path to growth (and you're probably ignoring it)Richard's honest take on AI in sales what's working now and where to be cautiousThis isn't theory. It's the playbook PE firms use to drive efficient growth in their portfolio companies.Essential watching if you're building your 2026 revenue plan.
Dec 2, 2025 • 14sec
Breaking The Silence (It's Key)
You know you can move forward as a leader once you have broken the silence.
Dec 2, 2025 • 1h 3min
Beating the CRO Clock: From Survival Mode to Sustainable Growth over 18 Months
Many Revenue Leades don't make it past 18 months. In this episode, Grant breaks down the exact weekly cadences that took Uberall's win rates from 9% to 32%. No theory. Just the playbook he used to win in the first 18 months of his tenure.You'll learn:Why weekly pipeline & forecast calls changed everythingHow to get buy-in from teamsThe difference between performance management and performance prediction
Nov 26, 2025 • 16sec
Trust Is The Currency Of Leadership
The number one principle of good leadership....
Nov 25, 2025 • 46min
"Trust, Territories, and Tech Tax: How a Former Army Officer Scales US Companies Across Europe"
"My job as a leader is to serve the people I lead. They work WITH me, not FOR me."Former British Army officer Andy Champion explains why modern sales leaders must be in the trenches making calls alongside their reps and why Tuesday morning "Out Loud Hour" transformed his team's pipeline generation.In this episode:• Why trust beats hierarchy in modern sales orgs• The 3 principles for scaling US tech companies across Europe• From "grow at all costs" to profitable scale what actually changed
Nov 19, 2025 • 33sec
Great CRO's Are Doing This
Explore CRO best practices that can transform your leadership! Discover why it's crucial for great CROs to proactively engage operating partners and independent board members between meetings. Learn the importance of communicating issues early during transitions—because waiting only makes things worse. Plus, hear a call to action on seeking advice and stakeholder input to navigate challenges effectively. Tune in for insights that can elevate your approach to change management!
Nov 18, 2025 • 19sec
Cutting Through the Noise for Profitable Growth
Dive into strategies for achieving profitable growth by filtering out distractions. Discover how prioritizing high-impact sales and marketing activities can maximize results. The hosts share a streamlined plan to focus on the most effective 20% of efforts that drive 80% of profits. Simplifying your approach can lead to success in a noisy business environment!
