The Revenue Formula

In a world of AI-generated noise and automated outreach, Cliff Simon has built a multi-million dollar business by doing something simple but rare: showing up in person.In this episode, Cliff shares how he turned events, community dinners, and authentic relationships into a powerful go-to-market strategy. He breaks down why most event-based approaches fail, what it really means to play the long game, and how founders and revenue leaders can drive growth without relying on cold outreach.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (01:53) - The Importance of In-Person (06:01) - The Role of Pavilion (08:08) - Building Relationships (12:09) - Building for Long Term (16:41) - Modern Networking Tactics (21:58) - Evaluating Event Success (24:57) - Common Misconceptions in Event Strategy (26:34) - Effective Event Strategies (31:39) - The Power of Personal Branding (32:13) - Comparing Rev Ops Events (36:28) - Next Week: What You Need to Know About Consultants

We sat down and unpacked the messy, unfiltered reality of being a startup CEO.The kind no one tells you about. Not at panels. Not in TechCrunch puff pieces. And definitely not on LinkedIn.This isn’t a “how I built this” highlight reel. It’s what actually happens when you’re juggling investors, layoffs, spin cycles, fundraising failures, and the kind of decisions that keep you up for months.We dig into why CEO life is less “Davos and private jets” and more “burnout, pressure, and zero control.” What it’s like to be the person everyone expects answers from, even when you’re not sure yourself. And why founders need less hype—and way more empathy.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (01:44) - Inside the minds of CEOs (06:47) - Transparency and communication (08:37) - Dealing with the worst problems (09:51) - Limited control and influence (10:59) - Fundraising challenges (15:54) - Financial realities of CEOs (24:57) - The emotional toll (27:24) - Decision-making pressures (37:16) - Final thoughts

Is outbound dead? Not exactly. But it is changing fast.In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where smart teams are still seeing success.We also talk about the rise of “new world SDRs,” how AI tools are changing prospecting, and how to use spiffs to actually build skills, not just spike activity. If you lead a sales team or run outbound, this one’s for you.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (02:09) - Problems with the old world SDR approach (12:31) - The role of SDRs in the age of AI (16:15) - What should SDRs do now? (25:26) - Using SPIFS to drive change (36:09) - Conclusion and final thoughts (37:25) - Up next: the real life of a CEO

Discover the secrets of a groundbreaking GTM playbook, previously reserved for elite gatherings. It shifts the focus from relentless lead chasing to harnessing users as growth champions. Explore how companies like Notion and Snowflake are redefining revenue through community engagement and genuine connections. Learn about the value of tailored interactions and innovative strategies to nurture user relationships. Plus, find out how charismatic launch events can amplify brand presence and foster customer loyalty.

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