The Revenue Formula

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.

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 

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 

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 

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

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