The Revenue Formula

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?

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

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

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

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

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

What does it take to become unfireable as a revenue leader?We boiled it down to three things you should do (besides just hitting target)(00:00) - Introduction (02:27) - Who's usually at risk? (05:48) - Are some roles more vulnerable? (08:47) - What are the table stakes? (10:12) - Keep a pulse on these 3 daily (10:45) - How's this quarter looking? (15:29) - And what about.. next quarter? (20:31) - And what if both quarters aren't great? (22:06) - And focus on the full year

It's time to rethink marketing planning. It needs to factor in revenue and not drown sales in dead-end leads.Together with Chris Walker, we talked about the problems with planning and how to apply a business mindset to marketing planning.(00:00) - Introduction (04:07) - Planning in reverse (05:34) - The first step - where do you capture demand? (07:50) - Second step - Creating net new demand (09:44) - Serial planning vs overall view (14:06) - The hidden cost of waste (15:40) - What $42 million in spend teaches us (17:40) - Why we're still inefficient with leads (23:33) - Optimal resource allocation (28:13) - Growth goals drive wrong behaviours (32:36) - What do you do about the delta? (37:14) - RevOps is perfectly positioned You can find Chris on LinkedIn or checkout Refine Labs here.

Every year roughly $2 trillion goes away unnoticed for companies. It's called revenue leakage.In this episode, we dive deeper into this massive opportunity:(00:00) - Introduction (02:38) - Revenue Leakage.. Cool... But what is it? (04:32) - How big of a problem is revenue leakage? (06:55) - Examples of revenue leakage (10:24) - How do you prevent Revenue Leakage? (11:49) - Time leakage (14:50) - Revenue leakage from cost (19:57) - The full revenue engine (22:49) - What now? Sources1-5% of EBITDA flows unnoticed - E&YSales & marketing efforts could be wasting $2 trillion - BCG14.9% revenue leakage - Clari/Forrester

You've seen the research, maybe the problems. Performance is down across the board.In this episode, we talk with Jacco van der Kooij from Winning By Design about where we're coming from, what's change - and how to solve performance going forward.(00:00) - Introduction (02:18) - Where is SaaS today? (05:13) - Who do we blame? (07:48) - Then everything got worse (15:10) - Abusing PLG (18:50) - What are we dealing with? (21:51) - So.. What's changed? (23:26) - Nothing has changed (26:10) - Underperformance comes down to this (30:27) - If you want to run a good revenue organization, do this (35:42) - But.. We need to make an impact this quarter (43:56) - To make an impact now.. do this (49:31) - Wrapping up: The new game we're entering Research paper mentioned: Solving underperformance: How to lift up the 40%For more, check out WbD research here or their YouTube channel.