What does it look like inside the engine room of a hypergrowth company?That's exactly what we discussed with Arun Mani, CRO at Pleo.(00:00) - Introduction (01:43) - The atypical CRO (04:40) - The pains of hypergrowth (07:53) - Running a matrix Organization (15:14) - Context switching (17:26) - Managing the growth (20:22) - The big problem: GTM execution (32:11) - Believing in the goals

Lots of succesfull companies were built on OK customers, an OK team and with an OK infrastructure. Today, that's not enough.We cover the latest benchmarks from OpenView, and discuss what it means.(00:00) - Introduction (01:49) - New benchmarks out - Execution is the problem (05:00) - CAC:PB and ARR per FTE (07:33) - Easy days are gone (14:57) - Churn and burn (22:38) - Teh People (30:32) - Infrastructure

Whether you've just started annual planning now or are already done (lucky you) - you should consider running an assessment of your GTM.It'll help you find problems you didn't even know about. That's why we brought in Anders who's done lots of those.(00:00) - Introduction (01:35) - Meet Anders (03:04) - What it is and why it matters (08:14) - When do you do it? (12:21) - What does an assessment consist of? (20:59) - Effectiveness framework (22:39) - Reset of GTM fit (24:17) - A problem we didn't know of (28:07) - What are the steps? (34:32) - How do you deliver it?

Sales forecast have little to do with revenue growth. It's a great method for coaching and training - but not managing revenue growth.We discuss the limitations - and what you can do instead to manage revenue.(00:00) - Introduction (01:37) - The sales forecast (05:49) - This is what the salesforecast is for (08:21) - Tunnel vision (11:56) - The GTM forecast (17:00) - Building the GTM forecast (20:11) - How do you put this together? (25:05) - The rituals Check out the bowtie post Toni mentioned here.

When there's an endless to-do list and lots of requests, how do you prioritize changes to the business? And how do you get those changes done?That's what we talked with Sandy Robinson (SVP of RevOps at Patra) about.(00:00) - Introduction (04:52) - Meet Sandy (13:35) - What was the purpose of RevOps? (16:49) - Beneath the surface (18:36) - Driving change (21:44) - How do you manage change? (26:16) - How do you know it worked? (31:57) - How do you get to the solution? (36:02) - Going up and down the hierachy (42:05) - Communication is key Check out her show RevOps unboxed

Ever wondered why some public tech companies beat target and raise guidance?Today we talk about the practise to follow in order to build a plan you can beat - so you can raise target and build momentum.(00:00) - Introduction (04:47) - It starts with targets (07:30) - Confidence level and balance (11:38) - Isn't it unambitious? (13:33) - Give a different target to leadership (18:53) - The plan for the rest (25:16) - What goes on the dashboard? PS: Check out the ebook, "this is what strategic RevOps looks like"

Dan Steinman, Chief Evangelist at Gainsight, discusses the three levers of customer growth. Topics include celebrating customer revenue, the role of customer success, upselling strategies, and the dynamics between CSMs and account managers.

Outbound is 3x harder than it used to be.We dig into what's happened, and what you can do to make it work.(00:00) - Introduction (01:30) - Challenges with outbound right now (04:39) - The most prevalent channel (11:08) - What it means now (15:29) - Get the message right (19:06) - Let's cut it (25:46) - Are you still a fit? SourcesPipeline from sales development (Ray Rike)1000-1400 touchers per opp (Jeremy Donovan)

Kyle Poyar, Operating Partner at OpenView, discusses the power of pricing as a growth lever. They explore steps to change pricing, where to anchor pricing, how to stick the landing, and common pricing mistakes. They also touch on pricing on the website and the difficulties of gathering accurate private company metrics.

Product led growth (PLG) has been all the rage. But lately, a lot of things have happened in this space.Airtable "ditched" PLG and Insight Partners published some interesting stats comparing PLG with non-PLG companies.So today, we discussed PLG as another motion(00:00) - Introduction (02:39) - What's happened with PLG? (11:56) - PLG.. just another motion? (17:36) - Blending motions (21:04) - PLG + Outbound