The Revenue Formula

A surprising 25% of experienced SaaS executives are currently unemployed, prompting a deep dive into the challenges of the job market. The discussion highlights how layoffs and short stints on resumes contribute to career instability. Mental health struggles are prevalent among job hunters, leading some to seek consulting roles as a temporary solution. The episode also questions the relevance of traditional CVs and urges a reevaluation of recruitment strategies in the evolving SaaS landscape.

Amos Bar-Joseph, the CEO of Swan, discusses an audacious plan to achieve $10 million ARR per founder using only AI agents and no employees. He challenges traditional business models, arguing that scaling can be achieved through orchestration rather than headcount. Amos emphasizes the importance of collaboration between AI and human talent, redefining go-to-market strategies for small and medium-sized businesses. He also predicts the future of AI in workforce dynamics, advocating for a balanced approach in integrating artificial intelligence into operations.

AI won’t fix your sales model if the foundation is broken. In this episode, Jacco van der Kooij explains why the old go-to-market playbook is collapsing—and what the new, AI-powered future actually looks like.Never miss a new episode, join our newsletter on revenueformula.substack.com(00:00) - Introduction (02:32) - AI and the old playbook (10:34) - The role of customers in growth (25:56) - Human-Led Growth Powered by AI (33:57) - AI Integration in Sales (37:51) - The Future of AI in Business Operations (46:09) - Wrapping up (48:37) - On the next episode

Thinking about adding AI SDRs to your sales team? In this episode, we break down what actually works—and what doesn't—when implementing AI in your sales development process. From common onboarding mistakes to where AI truly shines (and stumbles), here’s what you need to know before you plug it in. Articles mentioned in the episode:11x CEO Hasan Sukkar steps down - https://techcrunch.com/2025/05/05/11x-ceo-hasan-sukkar-steps-down/Artisan Raises $25M Series A - https://www.forbes.com/sites/dariashunina/2025/04/09/artisan-raises-25m-to-replace-repetitive-work-with-ai-employees/11x.ai Review worth the hype? - https://saassalesdirector.medium.com/11x-ai-review-worth-the-hype-a33e89a9716f Never miss a new episode, join our newsletter on revenueformula.substack.com (00:00) - Introduction (01:21) - Implementing AI SDRs (03:51) - The state of AI SDR vendors (05:58) - AI fatigue is real (07:15) - The AI SDR in your funnel (10:50) - Where the AI is actually better than your team (13:03) - Onboarding and training AI (20:04) - Project managing AI SDRs (24:12) - Wrapping up

Why are so many RevOps leaders stuck in their careers? The discussion reveals that excessive focus on tools often overshadows what truly matters to executives. Understanding the CRO's priorities is crucial for career advancement. Sales experience and building strong relationships are highlighted as key assets for RevOps professionals. Additionally, the importance of evolving communication styles is emphasized, along with practical advice for navigating organizational dynamics and fostering trust. Finally, embracing AI and transformational change could open new avenues for success.

After building a successful VC-backed company, Esben Friis-Jensen took a different path — bootstrapping his next SaaS startup to $5M ARR with just a team of 3.In this episode, he shares why he turned down venture funding, how he built an efficient, product-led growth engine, and lessons on scaling smart without sacrificing ownership or speed. (00:00) - Introduction (00:32) - Meet Esben Friis-Jensen (02:30) - The Decision to Bootstrap (06:27) - Product-Led Growth Strategy (11:25) - Competing in a Crowded Market (18:54) - The Role of AI in Business Operations (22:08) - Efficiency and Execution in Small Teams (27:48) - Making Tough Decision (31:17) - Revenue Metrics (32:10) - Speed of Decisions (38:43) - Challenges and Benefits of Founder-Led Companies (40:49) - Joining a Bootstrapped Company  Never miss a new episode, join our newsletter on revenueformula.substack.com

If you're feeling anxious about AI. If LinkedIn's making you doubt your GTM. You need this episode.We break down what’s real, what’s hype, and why boring execution still wins.(00:00) - Introduction (02:51) - Don't believe the LinkedIn echo chamber (06:42) - Understanding Business Fundamentals (12:09) - Stop comparing yourself to AI companies (14:28) - Growing without outside capital (17:15) - The Importance of First Principles Thinking (24:13) -  Focus on your team (30:08) -  Conclusion Never miss a new episode, join our newsletter on revenueformula.substack.com

No. This is not a tactical episode. But. You will get a real look inside of a company being created.(00:00) - Introduction (04:01) - Scar tissue (09:31) - Feedback and Market Research (13:28) - AI in Data Analysis and Future Prospects (16:06) - AI's Growing Influence in Business (18:06) - Exploring New Data Sources (19:05) - Challenges and Opportunities in AI Adoption (20:07) - Pivoting to Product Marketing Managers (21:50) - VC Inbounds and Funding Decisions (23:02) - Mickel's Departure and Reflections (25:05) - Breakthrough in Data Integration (27:26) - Introducing the GTM Graph (30:55) - Use Cases and Applications (36:31) - Call to Action and Conclusion This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Morgan Ingram, an outbound sales expert, shares his insights on leveraging LinkedIn for effective outreach. He discusses common pitfalls in outbound messaging and offers tips for optimizing profiles and personalizing connections. Innovative strategies such as using videos and voice notes are highlighted as ways to humanize interactions. Ingram also navigates the evolving sales landscape, emphasizing the shift from email to LinkedIn to foster meaningful relationships and ultimately book more meetings.

Klarna's drastic cost-cutting measures, including the elimination of 1,200 SaaS apps, spark debate about sustainability versus VC expectations. The role of AI in enhancing efficiency, from customer service to employee management, is explored as the company pivots from a $45 billion valuation to preparing for an IPO. The podcast delves into the delicate balance of building versus buying tech solutions, alongside the challenges of data management and strategic narratives surrounding corporate layoffs. Tune in for insights on innovation amid transformation!