The Revenue Formula

Product led growth is still all the rave. But is PLG right for you? How do you build the business case and how do you think about modeling it out? We're not experts in PLG. Fortunately we brought on Leah Tharin who is to discuss it.Here's what we covered:First: Is PLG right for you? (07:54)2 stages where you can implement PLG (09:54)PLG is not about acquisition (11:08)Can you easily explain your offering? (17:44)Modelling PLG (21:02)Product Qualified Accounts (30:57)Operating cadence for PLG/PLS (40:04)You can check out Leah here:www.leahtharin.com + her linkedin: https://www.linkedin.com/in/leahtharin/Enjoy!

"I don't have that number!"... "where did you get that data from?".. Ugh, so many objections to data, and the worst part? You get stuck chasing data perfection (which is an endless endeavour). Instead, follow this simple framework to create data trust.And the best part? It's self validating over time.In the episode, we discuss:The problem with data (02:19)Biases that break data (04:00)How to build data trust (10:24)First step: Go on a data diet (11:18)Establish accountability for the numbers (17:45)Pressure test the system (20:52)Monitoring the data (22:42)Expanding the data (25:31)Wrapping up (31:03)PS: No joke. Write a long review and get a book. Send a screenshot to podcast@growblocks.com

If you want predictable revenue, you need sales consistency. Not a "backlog" quarter where 80% of deals close in the last two weeks.That's pretty stressful - so we decided to share 3 ways you can work towards more consistency in your sales.We covered:The Unicorn of Sales: Consistency (01:47)The 80% of sales efficiency (05:00)#1 - Onboarding & offboarding (05:23)#2 - It's all about opportunity supply & demand (12:44)#3 - It's all about the mindset (24:24)Bonus: Fix to consistency (28:42)Interested in the revenue letter? You can join here: https://growblocks.com/revenueletter/

There are things that just shouldn't be in sales comp plans. And then there are things that definitely should be.In this episode we talk about a simple approach to drive the right behaviour for you and the sales team.Clawbacks (04:47)Step functions (08:40)Capped comp (10:42)Cliffs (12:56)Put this in your comp plans: Kickers (14:18)Negative kickers or debuffs (18:28)Contract length (18:40)Free months (22:30)Positive kickers aka buffs (23:24)Sales rep consistency (23:32)Intra Quarter Pacing (26:08)Quarter over Quarter consistency (27:10)The fifth quarter (28:50)Double bubble (30:09)Wrapping up (31:29)You can check out GTM live here: www.growblocks.com/gtm-live/Email us with questions at podcast@growblocks.com

CAC as a metric is pretty useless for operations. But why is that? And what should you do instead?That's exactly what we cover in this episodeIntroduction (01:38)Very quickly: Defining CAC (Customer Acquisition Cost) (02:41)Keep it simple (05:47)"CAC as a metric is pretty useless" (07:20)CAC and Ratios (10:44)Use CAC Payback instead (13:52)CAC Payback Benchmarks (22:30)You can check out the benchmarks mentioned here: https://drive.google.com/file/d/1Kjbt75NEPRjKK63pI_ULJokEL9L2kIf7/view?usp=share_link

It seems so obvious once you've had an aha moment. Whatever you were doing before is just seen in a completely new light.Unfortunately, we only get so many aha moments -- but fortunately we share 3 of Toni's biggest Aha moments around go-to-market in this episode.Quick introduction (00:55)1: More AEs = more revenue? (02:04)2. Sales led motion on a €2-3K ACV? (11:59)3. How does marketing work again? (19:29)Episode wrap-up (26:53)If you want to see the show, check it out on YouTube: https://www.youtube.com/@growblocks/podcastsAlso mentioned, signup for the revenueletter here: https://growblocks.com/revenueletter/

After over 200 reviews, they uncover the flaws in traditional Quarterly Business Reviews (QBRs) and propose an innovative QBRs 2.0 model for greater effectiveness. Discover the importance of real-time data, actionable insights, and consistent oversight in marketing. They highlight the critical role of regular check-ins and adaptive strategies to enhance performance metrics. Learn how to foster team collaboration and maximize insights from departmental reviews, all aimed at transforming QBRs into valuable business tools.

61% said sales enablement was useless on Bravado (yikes). While the community is very direct, there's a couple of reasons sales enablement doesn't succeed.We talk about the problems, how to overcome them - and share one or two counter-intuitive approaches you can take.Key pointsThe problems sales enablement can solve (04:08)Why sales enablement matters (06:59)It should be called revenue enablement, here's what they do (09:12)What folks should you hire? (13:00)Recruit your top rep to do coaching (15:41)Sales enablement to actively participate in sales calls (27:55)Wrapup (29:28)If you want to see the show, check it out on YouTube: https://www.youtube.com/@growblocks/podcasts

Don't just make big bets. Consider rapid experimentation to outpace the competition. We share 5 concrete examples, a process we've followed - all to enable you to conduct rapid experiments.

Formula 1 pitstops took 50 seconds, now it's down to 2. That's the power of continuous improvement, and it can be applied to SaaS.