The Revenue Formula
Toni Hohlbein & Raul Porojan
This podcast is about scaling tech startups.
Hosted by Toni Hohlbein & Raul Porojan, 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.
Hosted by Toni Hohlbein & Raul Porojan, 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.
Episodes
Mentioned books
Oct 3, 2023 • 29min
Buy software like this
Software is bad. It makes RevOps look like system admins. But also, software is also good. In fact, it's very much needed.That's why we decided to cover how to approach buying software. In the episode, we cover:(00:00) - Introduction
(02:51) - Buying software
(04:40) - Text book purchase
(10:30) - The wrong way to do it
(11:10) - Forcing function
(20:15) - Making the deal
Sep 28, 2023 • 43min
Do this to lift sales performance (with Chris Orlob, CEO at pclub.io)
What can you really do to lift the performance of your sales team? That's exactly what we discussed with Chris Orlob, who was part of taking Gong from $200K to $200M in ARR.In the episode, we get into:(00:00) - Introduction
(02:44) - Why quota attainment is down
(06:06) - Why sales takes longer today
(08:32) - How do you solve the problem?
(10:48) - What does good look like?
(12:56) - Discovery: Understanding the need behind the need
(17:48) - Mutual action plan
(20:00) - Understanding intent
(25:37) - Dealing with finance and other stakholders
(30:39) - Making the case
(34:53) - Quota - raise or decrease?
(39:23) - Q5 deals
References:Matt Green on quota attainmentJacco van der Kooij on Solving underperformanceAnd of course pclub.io
Sep 26, 2023 • 29min
The Biggest blindspot of revenue operators
There's a big blindspot in commercial teams. And it'll limit your ability to grow - it's your product.Here's what we got into 👇(00:00) - Introduction
(01:08) - Product market fit
(05:19) - The blind spot
(07:59) - Why it matters
(09:38) - The first question: Do I have product market fit?
(15:01) - Talking with authority
(16:38) - Product limited
(19:04) - When PMF is moving
(23:27) - Changing your own perception
(25:32) - Look with innocent eyes
15 snips
Sep 21, 2023 • 39min
Strategic Execution with RevOps (With Shantanu Shekhar, Sr Director GTM Ops @ Gong)
While many wants to be strategic... the first step is understanding how to take a strategy to plan to execution.That's exactly what we discussed with Shantanu, Senior Director of GTM Operations at Gong.(00:00) - Introduction
(01:35) - The path to RevOps
(06:55) - The Role of RevOps
(10:05) - Common misconceptions of RevOps
(13:06) - What does strategy really mean for RevOps?
(16:46) - Strategy in practise
(22:54) - First principles
(28:22) - Proactive vs Reactive
(31:21) - Compartmentalization
(36:18) - Practical advise to get strategic
Sep 19, 2023 • 31min
Where hypergrowth comes from
Hypergrowth is fascinating - but where does it come from?Hint: It's not sales, and it's not marketing. Find out in this episode.(00:00) - Introduction
(02:08) - Where does hypergrowth come from?
(05:37) - The forgotten child of GTM
(09:10) - When is it time to focus on customer experience?
(12:02) - Who's enabling CS?
(14:00) - Where's the most expensive headcount?
(17:24) - Reporting depth: Renewed or churned
(20:11) - What kind of software?
(21:17) - Bound by margin
(24:48) - What about the price?
(28:06) - Can we have some marketing?
Sep 14, 2023 • 41min
Strategic Revenue Operations (With Mallory Lee, VP Operations at Nylas)
What does strategic RevOps look like, and how do you manage revenue production from RevOps? That’s exactly what we discussed with Mallory Lee, VP Operations at Nylas.(00:00) - Introduction
(01:09) - Meet Mallory
(02:48) - The difference between RevOps and unified RevOps
(07:34) - Being a Strategic RevOps professional
(11:32) - Weekly forecast meetings
(15:39) - One KPI
(21:34) - How do you get time to be strategic?
(24:40) - Priorities, problems & solutions
(27:44) - Pipeline council
(34:31) - How to become proactive
(38:09) - You can be the first person
Sep 12, 2023 • 31min
4 things great teams do now
We've talked with a bunch of great folks. To help you improve GTM performance, we've distilled it into 4 things top teams are doing today.And... we've added a bonus, so it's really 5.(00:00) - Introduction
(02:32) - What the great teams are doing
(03:35) - More AEs doesn't mean more deals
(08:31) - Unblend the funnel and optimize resource allocation
(13:43) - Focus on the skill level
(18:03) - The parking lot exercise
(23:59) - Continuous improvement
Sep 7, 2023 • 48min
What unicorns know (with Pablo Dominguez, Operating Partner at Insight Partners)
Can you do less to achieve more? How did Gainsight drastically improve onboarding time? And what do unicorns really know?That's exactly what we talked with Pablo Dominguez about.(00:00) - Introduction
(04:15) - Continuous improvement
(14:36) - Efficiency as a competitive advantage
(16:08) - Cutting the salescycle in half
(19:51) - Going down market via efficiency
(26:21) - Finite resources, finite time and finite dollars
(29:15) - Who runs the process?
(31:43) - The importance of RevOps
(34:43) - Strategic RevOps
Check out the book what unicorns know here
Sep 5, 2023 • 26min
The 2 things for your revenue plan
Don't start planning i February. You can start with a simple approach already now - and you'll just need two things.(00:00) - Introduction
(04:14) - Push for early planning
(08:06) - 2 Questions for the CFO
(12:55) - How many can you hire?
(15:03) - Tapping into FP&A
(18:17) - And when there's disagreement?
(24:53) - Wrapup
Aug 31, 2023 • 43min
Revenue motions at scale (with Alina Vandenberghe, Co-founder & Co-CEO at Chili Piper)
How do you orchestrate revenue motions at scale? And how do you successfully go from one to many motions?This and more, we talked with Alina Vandenberghe (Co-founder & Co-CEO at Chili Piper) about.(00:00) - Introduction
(06:33) - When a motion stops working
(08:34) - Going from motion to motions
(10:36) - Involving the team
(13:17) - The outbound motion
(17:59) - When was brand ready for outbound?
(20:38) - Remote + Outbound = ???
(27:07) - Getting motions to compound
(30:19) - Accounting for new motions in the plan
(37:59) - The 1 thing
