The Revenue Formula

Revenue Operations should do more than service commercial teams. Yet most struggle to articulate what strategic revops looks like.That's exactly what we cover in this episode - how to become an advisor and actively help grow revenue, rather than just doing salesforce validation rules..In the episode, we cover:(00:00) - Introduction (01:57) - Don't get blinded by software (05:31) - Everyone struggles with articulating strategy (07:30) - Start monitoring (09:56) - 3 Thing RevOps should care about (15:06) - Identifying and mitigating risks (18:53) - Define the operating cadence (23:41) - Revenue planning Interested in checking out Growblocks? Take a look here.

Everyone agrees brand is important, but struggle to articulate why or even how to manage it.That's why we brought on Udi Ledergor from Gong to share his insights from building the gong brand.We get into:(00:00) - Introduction (02:29) - Why brands don't invest in branding (03:37) - What does brand even mean? (06:14) - Why even consider brand? (09:36) - Creating a category (15:48) - Brand at the early stages (18:37) - Investing in big brand bets (30:25) - How to handle budget and brand (35:01) - What are the signals to pay attention to? (37:44) - It's not enough to say "the CEO doesn't get marketing"

One year has passed, and maybe you've missed an episode or two. In this episode we've picked our 6 favorite takeaways and distilled them in a short 30 min episode. This is what we covered:(00:00) - Introduction (01:56) - Quick review of year 1 (05:23) - 1: the 10% rule to double revenue (08:57) - 2: CAC is useless (12:08) - 3: Want sales consistenct? Try this (18:19) - 4: 200 QBRs later, they're broken (23:03) - 5: 1 thing to scale (26:14) - 6: 5 efficiency plays you haven't thought of

What if you had $10 million to allocate in 2024? How do you know to spend that cash in the best possible way? Simple: act like a portfolio manager.In this episode, we borrow lessons from Boston Consulting Group's Growth Share Matrix and show you how you can apply that to your revenue engine. After this, you'll never look at your GTM strategy the same way again.Read More: https://growblocks.com/blog/allocating-capital-is-easy/

In this episode, we want you to forget all about the word alignment. Because even if you do achieve it, it won't drive growth on its own. Alignment should be an outcome, not a tactic.In this episode, we explain why the classic concept of alignment is broken and what 3 things you should have your team focus agree on instead to drive efficiency.

2/3 sales reps aren't completing quota. Sales cycles are extending. Win rates are down. Yeah it's tough - that's why we cover what you can do to get back on track.What we covered 👇(00:00) - Introduction (01:35) - The problems in SaaS (05:05) - Only 2 out of 3 reps hit quota (06:44) - We need an impact now (07:28) - First step - do the analysis (09:09) - Time is neglected (12:09) - Where is the volume (13:24) - The limitations of CAC Payback (17:36) - Now what? (20:00) - Help customers overcome indecision (22:01) - An example (25:39) - Another example (28:32) - Find problems Sources mentioned:Solving underperformance by Winning by DesignDemand picking up a smidge by SaaStrDecline in win rates by Jacco Van Der Kooij

Net promoter score is terrible - it's become useless for SaaS. We discuss the problems with it, and how to fix it.(00:00) - Introduction (01:39) - The old framework: Net promoter score (04:47) - The problem with NPS (06:21) - It's self-correcting (07:29) - A metric that can be gamed nicely (09:35) - Promoter today, detractor tomorrow (10:15) - A honeypot for promoters (11:35) - Are the teams using it? And what is it needed for? (11:56) - OK, NPS sucks. Now what? (12:28) - If the focus is retention & satisfaction, listen here (24:13) - For word of mouth - listen here Also mentioned in this episode:Earned Growth Rate from HBRNPS isn't a leading indicator of churn from GainsightPS: NPS was developed in the 90s by Bain & Co -- before SaaS really came around.

The biggest growth lever you have? It's your customers. In this episode we talk about CSMs, incentives and 4 common expansion strategies.(00:00) - Introduction (02:17) - The CSM rule of thumb (04:39) - It's decided then, this year we focus on our customers (08:31) - The role of the CSM (11:33) - 4+2 ways to drive expansions (12:06) - Usage (12:53) - Tiered (13:31) - Add-on (13:56) - Products (14:14) - The add-on you can do today (20:03) - The 2 bonus tricks (21:27) - Track decisionmakers (22:52) - Incentivizing CSMs

We’ve been zinging finance a bit on the show. Today we decided to invite a SaaS CFO, Ben Murray.We talked about how the two functions should create a solid revenue plan together - how to manage crazy ambitions and much more.(00:00) - Introduction: Finance + RevOps (03:52) - How the CFO sees RevOps (05:22) - The focus is on sales and marketing (07:09) - Getting operational (08:32) - CFOs (10:43) - What planning looks like (15:02) - Hidden improvements (24:22) - Driving the plan forward (26:16) - Creating flexibility in the plan (31:01) - Selling to the CFO (33:16) - Making the case (38:53) - Where should RevOps report to? About BenBen is a fractional CFO and founder of TheSaaSCFO.com and TheSaaSAcademy.comWant more from Ben? Check out his newsletter here https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

You have a pipeline coverage ratio (PLC) of 10x. Is that good? Is it bad? Will you hit target? Will you team understand it?The only thing you know for sure: It needs a winrate of 10% to work out.But how do you use it operationally? Well.. It's pretty difficult. We dive into the problems with PLC in this episode.(00:00) - Introduction (01:26) - Pipeline coverage isn't helpful (11:53) - Pipeline coverage gets impacted so many ways (13:47) - This is how you can use PLC (16:33) - What's the alternative? (22:15) - The "boring" answer (24:06) - Unblended PLC PS: Want a masters degree in B2B SaaS? Head over to the revenue letter.