The Revenue Formula

Not all consultants bring value; some can waste your resources. Discover when hiring outside help is worthwhile and how to vet potential candidates effectively. Identify red flags like one-size-fits-all solutions and those who avoid challenging your assumptions. Learn about the evolution of consulting relationships, the importance of execution, and transparent pricing signals. Finally, distinguish between advisors, consultants, and coaches to find the right fit for your startup's needs.

In a world of AI-generated noise and automated outreach, Cliff Simon has built a multi-million dollar business by doing something simple but rare: showing up in person.In this episode, Cliff shares how he turned events, community dinners, and authentic relationships into a powerful go-to-market strategy. He breaks down why most event-based approaches fail, what it really means to play the long game, and how founders and revenue leaders can drive growth without relying on cold outreach.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (01:53) - The Importance of In-Person (06:01) - The Role of Pavilion (08:08) - Building Relationships (12:09) - Building for Long Term (16:41) - Modern Networking Tactics (21:58) - Evaluating Event Success (24:57) - Common Misconceptions in Event Strategy (26:34) - Effective Event Strategies (31:39) - The Power of Personal Branding (32:13) - Comparing Rev Ops Events (36:28) - Next Week: What You Need to Know About Consultants

We sat down and unpacked the messy, unfiltered reality of being a startup CEO.The kind no one tells you about. Not at panels. Not in TechCrunch puff pieces. And definitely not on LinkedIn.This isn’t a “how I built this” highlight reel. It’s what actually happens when you’re juggling investors, layoffs, spin cycles, fundraising failures, and the kind of decisions that keep you up for months.We dig into why CEO life is less “Davos and private jets” and more “burnout, pressure, and zero control.” What it’s like to be the person everyone expects answers from, even when you’re not sure yourself. And why founders need less hype—and way more empathy.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (01:44) - Inside the minds of CEOs (06:47) - Transparency and communication (08:37) - Dealing with the worst problems (09:51) - Limited control and influence (10:59) - Fundraising challenges (15:54) - Financial realities of CEOs (24:57) - The emotional toll (27:24) - Decision-making pressures (37:16) - Final thoughts

Is outbound marketing becoming obsolete? Not quite, but it's evolving rapidly. Discover how traditional cold calling and email strategies are struggling against declining connect rates. Learn about the emergence of new-age SDRs who leverage AI tools for more effective prospecting. They're focusing on creativity, personalization, and building skills instead of just activity. SPIFs are discussed as a method to enhance quality over quantity, showcasing innovative ideas to improve outreach success.

Discover the secrets of a groundbreaking GTM playbook, previously reserved for elite gatherings. It shifts the focus from relentless lead chasing to harnessing users as growth champions. Explore how companies like Notion and Snowflake are redefining revenue through community engagement and genuine connections. Learn about the value of tailored interactions and innovative strategies to nurture user relationships. Plus, find out how charismatic launch events can amplify brand presence and foster customer loyalty.

A surprising 25% of experienced SaaS executives are currently unemployed, prompting a deep dive into the challenges of the job market. The discussion highlights how layoffs and short stints on resumes contribute to career instability. Mental health struggles are prevalent among job hunters, leading some to seek consulting roles as a temporary solution. The episode also questions the relevance of traditional CVs and urges a reevaluation of recruitment strategies in the evolving SaaS landscape.

Amos Bar-Joseph, the CEO of Swan, discusses an audacious plan to achieve $10 million ARR per founder using only AI agents and no employees. He challenges traditional business models, arguing that scaling can be achieved through orchestration rather than headcount. Amos emphasizes the importance of collaboration between AI and human talent, redefining go-to-market strategies for small and medium-sized businesses. He also predicts the future of AI in workforce dynamics, advocating for a balanced approach in integrating artificial intelligence into operations.

Jacco van der Kooij, founder of Winning by Design, dives deep into the collapsing old go-to-market strategies, emphasizing that AI won't fix flawed foundations. He highlights the vital role customers play in driving growth rather than traditional SDR tactics. The discussion covers how integrating AI amplifies existing issues and why companies must focus on human-led, customer-centric growth strategies. Jacco also unveils how AI can streamline real-time sales assistance and enhance customer interactions, paving the way for a more effective sales future.

This discussion dives into the implementation of AI sales development representatives (SDRs) and highlights the common pitfalls during onboarding. The hosts stress the importance of understanding where AI excels, especially in research and handling inbound inquiries. They tackle the growing concern of AI fatigue and discuss the necessity of a human touch in outreach. Experimenting with various vendors is also recommended to find the right fit for your team. Overall, it's a detailed look into optimizing AI's role in sales.

Why are so many RevOps leaders stuck in their careers? The discussion reveals that excessive focus on tools often overshadows what truly matters to executives. Understanding the CRO's priorities is crucial for career advancement. Sales experience and building strong relationships are highlighted as key assets for RevOps professionals. Additionally, the importance of evolving communication styles is emphasized, along with practical advice for navigating organizational dynamics and fostering trust. Finally, embracing AI and transformational change could open new avenues for success.