The Revenue Formula

Is it time to add another GTM? Dave told us before recording "not until after $10M ARR". So of course, we discussed that and much more.We went through the process of establishing different Go-To-Market (GTM) strategies - including the importance of testing and tailoring strategies to match audience behavior, considerations when transitioning from sales-led to product-led growth, and the significance of unit economics in assessing GTM fit. Dave Boyce, a PLG and SaaS expert, shares his insights and experiences throughout the conversation.Check out Dave's substack Product led GTM or follow him on LinkedIn.(00:00) - Introduction (02:58) - Meet Dave Boyce (05:20) - The downside of multiple motions (10:13) - Sequence of events (18:35) - Is it time? And how do we test? (25:12) - From sales led to PLG and vice versa (29:08) - Adding PLG to sales led (31:46) - When to pull the plug (38:29) - If it's broken, here's how to find a new one ***This episode of The Revenue Formula 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✉️ Substack: Join +1,000 GTM professionals💬 Email: podcast@growblocks.com

Even in good times, you're slowly falling out of PMF. Inspired by Jason Lemkin, we dive into the signs you need to watch out for, to avoid losing product-market fit.Sure, you might have been hired after PMF was achieved - but it's still your problem, especially if you're in the go-to-market team.In the episode, we get into:(00:00) - TRF - 088 - 4 signs pmf is gone (02:38) - Not just a founder issue (06:09) - 1: Easy gets redefined (12:00) - 2: The problem is gone (17:08) - 3: Buyer behaviour change (24:07) - 4: Willingness to pay Shoutout to John Rougeux who captured the quote from Jason.

Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we seek to understand what the top 1% of sales teams are doing.How do they operate? How are they managed? This and more we discuss with Kevin "KD" Dorsey, SVP of Sales and Partnerships at Bench.(00:00) - Introduction (01:51) - Meet Kevin KD Dorsey (03:30) - Understanding the top 1% of reps (06:25) - Creating a top 1% sales team (09:47) - The four Ds (16:59) - How to stack improvements (20:54) - You can't outsource this (25:00) - Supporting functions of a winning team (28:47) - Script or no script? (36:32) - Recognize behaviour, not just results Make sure to check out KD's sales leadership accelerator.

Thinking about raising quotas? Or being forced to? Then there's a couple of questions you need to ask yourself first.Because if you can't answer them, you'll be in trouble when the sales team asks them.(00:00) - Introduction (03:07) - Do we raise quotas (08:30) - How do you even dare to raise quotas? (10:52) - How many make quota? (13:56) - What did the winning reps get to hit? (16:10) - Where's the increased performance gonna come from? (23:52) - I get more opps.. How are you gonna do that? (25:42) - The one trick

What does it take to make it to IPO? What happens inside the company to the build up? Those were just some of the things we talked with Robin Daniels about. And he knows, because he's taken part in 2,5 IPOs.(00:00) - Introduction (02:15) - Meet Robin (02:17) - Meet Robin Daniels (03:04) - 1 week out (12:06) - 1 out of 100 went to IPO (15:35) - Barrier to use (23:26) - Box? You mean dropbox right? (26:14) - How to deal with 'more is not enough' (31:42) - Making room for greenfield ideas (37:48) - 80,000 signups... how? (41:46) - Short time frames matter (44:16) - Characteristics of high performing teams

Who really owns GTM, and what are the symptoms when you don't really have someone leading it?This and much more we discuss in todays episode(00:00) - Introduction (03:06) - Who owns your GTM? (04:42) - The RevOps hype (08:45) - Conequence 1: Marketing produced more low quality MQLs (13:48) - Account management upsell (15:03) - Who moved the cheese? (19:09) - Who should own the GTM? (25:51) - This is the responsibility

Jill Rowley, GTM Advisor at Stage 2 Capital, discusses Nearbound and its benefits, emphasizing the importance of relationships with existing customers. They explore the evolution of marketing automation, buyer behavior, and the concept of social selling. The podcast also touches on the demand waterfall, partner-led motion, unlocking customer data, and the components of Nearbound like partnerships and communities.

How do you expand to a new market? When is the time right? How do you not burn a ton of cash?That's exactly what we discuss in todays episode(00:00) - Introduction (01:40) - Scrappy international (04:04) - Why should you even cross the border? (08:24) - Start with reps (10:26) - Opening up locally (14:04) - When is it time? (20:53) - Finding arbitrage (24:02) - It's never truly a TAM issue (26:25) - Soft start

In this episode, we sit down with Thomas Neergaard Hansen, President at Amplitude, to delve into the critical role of face-to-face interactions in today's customer-centric world. (00:00) - Introduction (01:25) - Meet Thomas Hansen (11:07) - People have forgotten about face-to-face (17:58) - The customer-centric market motions (32:59) - Build the process for face-to-face (39:45) - Bill Gates and the most embarrassing moment of my career

How do the biggest engineering projects in the world avoid potential disasters? They create a digital replica to address problems before they become problems.Stealing from the world of engineering, in this episode, we walk you through how you can create a digital twin of your GTM engine in order to help you focus on execution. (00:00) - Introduction (02:13) - It starts with a twin (07:26) - Applying a digital twin to business (09:13) - What does the twin consist of? (13:18) - Planning (21:13) - Execution