The Revenue Formula
This podcast is about scaling tech startups.
Hosted by Toni Hohlbein & Mikkel Plaehn, together they look at the full funnel.
With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast.
If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.
Latest episodes
Mar 19, 2024 • 35min
Do less = get more deals
Everything has been cut and more will be cut. Cost is more expensive, we need to be super efficient but we still want growth.Phew.. What are we to do? Less, that's what. In this episode, we walk through what you can do less of, and how it'll help you grow (faster).(00:00) - Introduction
(02:37) - We're starting to do less
(05:47) - More deals with less
(08:18) - Reduce volume
(15:59) - Priotitizing accounts
(20:46) - Time & conversion rate
(27:47) - WGLL
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com
Mar 14, 2024 • 1h 4min
The SaaS Reset and what's next (with Jacco van der Kooij)
The podcast delves into the reset of SaaS, discussing the challenges with pricing sustainability and changing buyer behavior. AI is seen as a disruptive force in the industry, and there is a focus on the shifting landscape of SaaS under pressure. The conversation explores future trends, offering solutions and insights on revenue architecture and optimizing go-to-market strategies for sustainable growth.
Mar 12, 2024 • 30min
Lowering payback isn't the problem
The one metric that shouldn't go up and to the right is CAC Payback, and it's doing exactly that.Rather than trying to fix CAC, there's another solution.(00:00) - Introduction
(02:53) - CAC Payback
(05:59) - Look beyond CAC:PB
(09:13) - Drawback of CAC:LTV
(10:50) - How do you get there?
(15:00) - The other thing is product
(19:20) - What have you done for them lately?
(21:54) - Aligning newbiz and existing biz
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com
Mar 7, 2024 • 41min
How Synthesia blew past 50K customers (With Steffen Tjerrild, co-founder & COO/CFO)
How do you get to this first million in revenue? And what does the journey past 10 look like? That's what Steffen from Synthesia shared with us.In the episode, we got into:(00:00) - Introduction
(02:28) - Meet Steffen
(03:47) - The backstory
(09:58) - The first million (service revenue)
(14:27) - The first first million (subscriptions)
(19:11) - Getting to $10M
(23:21) - Viral loop
(30:34) - Enterprise early
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks 💬 Contact: podcast@growblocks.com
Mar 5, 2024 • 32min
4 ways to fix NRR
It's no longer land and expand - it's land and maintain. But what can you realistically do to fix your NRR?In this episode, we share 4 practical tips that'll help(00:00) - Introduction
(04:27) - Expansion ladder
(11:32) - What have you done for them lately?
(16:38) - Involve the customer
(20:35) - Take a hit on newbiz MRR
(27:05) - Tripple down on succesful customers
(31:17) - Wrapup
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Email: podcast@growblocks.com📺 Watch: https://www.youtube.com/@growblocks
7 snips
Feb 29, 2024 • 50min
If your messaging sucks, listen to this (with Anthony Pierri, co-founder at Fletch)
In this engaging discussion, Anthony Pierri, co-founder of Fletch, shares his expertise on optimizing messaging for SaaS startups. He highlights the pitfalls of confusing website content and the importance of leading with a clear, singular focus. Anthony delves into the significance of understanding your audience, crafting effective product messaging, and the strategic art of positioning across diverse offerings. He also touches on the shift to volume-based solutions and the challenges that come with being perceived as a visionary.
Feb 27, 2024 • 33min
How to build & scale outbound
Whether you're at $2, $10 or $20M ARR - if you want to add outbound as a motion, this episode is for you.We dive into the sequence here:(00:00) - Introduction
(05:55) - 0-$1M - Founder led
(09:55) - How to assess it
(12:29) - $1-2M - The first SDRs
(20:59) - $2-10M - Many SDRs
(28:51) - +$10M - The factory
MentionsSam Blond & Ashley Kelly discuss how to dominate outbound*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Email: podcast@growblocks.com📺 Watch: https://www.youtube.com/@growblocks
Feb 22, 2024 • 43min
100%+ growth YoY, here’s how Walnut run their GTM (With Catie Ivey, CRO at Walnut)
How does a company scale after raising funds? And what changes are necessary to maintain a stellar go-to-market?That and much more we discussed with Catie Ivey, CRO at Walnut.(00:00) - Introduction
(00:48) - Meet Catie
(05:05) - The setup
(10:03) - Finding GTM fit
(15:38) - Scaling outbound
(18:07) - The rituals
(27:43) - The culture of problem solving
(30:54) - When you don't own marketing
(33:04) - A different sales process
(37:31) - Spending resources purposefully
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***CONNECTConnect with us🔔 LinkedIn: Toni / Mikkel✉️ Email: podcast@growblocks.com📺 Watch: https://www.youtube.com/@growblocks
Feb 20, 2024 • 37min
This won't scale
There's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove some of your limiting beliefs and let you scale things that you couldn't before.(00:00) - Introduction
(04:27) - It's all focused on output
(08:01) - Quality increase for SDRs
(13:37) - Faster ramp
(20:04) - AEs: Ramp, training & research
(28:59) - What will happen to marketing?
*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***CONNECTConnect with us🔔 LinkedIn: Toni / Mikkel✉️ Email: podcast@growblocks.com📺 Watch: https://www.youtube.com/@growblocks
Feb 13, 2024 • 35min
4 Signs your GTM is broken
Is your GTM broken? What do you even look for? Why does it matter?That's just some of the points we cover in this episode. Besides giving you four clear things to look out for - we also share some solutions. The outcome? You should see improved performance & efficiency.(00:00) - Introduction
(03:09) - The stakes
(08:35) - Disconnected operations
(10:20) - Reporting isn't aligned
(15:08) - No shared language
(22:03) - Disconnected execution
(33:28) - Wrapup
MentionsDavid Sacks & Jason Lemkin at SaaStrGTM consortium*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***CONNECTConnect with us🔔 LinkedIn: Toni / Mikkel✉️ Email: podcast@growblocks.com
