The Revenue Formula

Usually, we share advanced analysis to run, cases of amazing tech companies, or something else.Today, we're talking about an energy drink. Stay with us because this potent drink can teach tech a lot about advertising.(00:00) - Introduction (02:26) - Energy Boosts and Red Bull (14:29) - Red Bull's Media Empire (17:34) - Examples of Media and Community Acquisitions (19:15) - Red Bull's Endless Content Stream (24:20) - Red Bull's Stratosphere Jump (26:21) - Outrageous Marketing Stunts (29:00) - Local and Grassroots Marketing Efforts (31:57) - Takeaways for Software Companies (32:21) - Creative Marketing Examples in Software Never miss a new episode, join our newsletter on revenueformula.substack.com

If there's something we all love, it's to root for david beating goliath.And right now, there's a small team doing just that. Pylon, led by Marty Kausas, is going head to head with Zendesk.Naturally, we asked Marty to share their playbook.(00:00) - Introduction (01:17) - The Motivation Behind Building Pylon (01:52) - The Journey to Becoming A-List (02:19) - Board Games and Strategic Thinking (04:16) - Targeting a Massive Market (09:46) - Building the First Product (11:42) - Competing with Giants (18:59) - Product Development and Marketing Strategies (26:35) - Embracing a Heavy Debate Culture (29:24) - Leveraging LinkedIn for Business Growth (38:22) - Scaling Sales and Hiring Strategies (42:31) - Navigating AI in Customer Support (47:59) - Reflecting on Business Learnings and Future Plans Never miss a new episode, join our newsletter on revenueformula.substack.com

With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once highflying edtech company.We break down the story of Chegg, and distill four learnings for GTM leaders.(00:00) - Introduction (02:02) - The Role of AI in Our Show (05:34) - The Rise and Fall of Chegg (07:59) - Chegg's Business Model and COVID-19 Impact (13:44) - The ChatGPT Disruption (16:39) - The Resilient Business: Surviving Disruption (17:03) - AI's Impact on Incumbents (18:33) - The Innovator's Dilemma (20:29) - Opportunities for Change (21:38) - AI Disruption in Various Industries (24:05) - Strategies for Business Resilience (26:15) - The Importance of Diversification (27:50) - Facing the Reality of Disruption This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Identifying true sales champions can make or break your revenue. The discussion dives into the complexities of the Israeli tech ecosystem and how military experience fosters innovation. Multi-threading strategies are key for engaging stakeholders, enhancing decision-making dynamics. It emphasizes the shift from solo buyers to collaborative committees, highlighting the need to understand power dynamics. The conversation also urges a move away from transactional selling towards personalized, trust-building relationships with modern buyers.

So we've crossed 200 episodes. And we felt like, as usual, doling out some advice - this time focused on the thing we spend a lot of time on... Podcasts. Specifcally this one.If you've considered, or are constantly being suggested/told to do a podcast. This episode is for you. If not, maybe it'll just be fun to get a look under the hood. (and if nothing else? This episode also consist of non-work related conversation)(00:00) - Introduction (02:42) - Podcasting Journey and Milestones (03:28) - Why You Shouldn't Start a Podcast (04:07) - Challenges and Realities of Podcasting (08:23) - The Effort Behind Consistent Content (10:37) - Building Trust and Community (16:58) - Reflecting on Past Guests (17:33) - Becoming Part of the Creator Economy (18:29) - Leveraging Influencer Partnerships (19:59) - The Impact of Guest Episodes (23:17) - Strategies for Growing the Audience (24:29) - The Importance of Consistency (28:31) - Effective Content Repurposing Never miss a new episode, join our newsletter on revenueformula.substack.com

How's PLG different from outbound? We asked someone who's worked with both motions. And the interesting part? They used a very simple trick to accelerate their PLG: Defining their ICP.(00:00) - Introduction (10:02) - Finding the ICP (19:37) - Acquisition and Sales Strategy (20:04) - Brand equity (22:53) - Trigger for engaging (25:55) - Self-Onboarding and Offboarding Dynamics (28:44) - Outbound Strategies and AI-Enabled Lifecycle (41:54) - Conclusion and Final Thoughts This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Growth envy. We've all been there. Another company just blows up in what feels like seconds.Immediately you wonder, how could we achieve the same? Well, first step is understanding, and in this episode we break down the conditions that enabled Cursor to grow incredibly fast.(00:00) - Introduction (02:20) - Cursor and 0-100 (05:09) - The Power of Top Funnel (11:56) - The Future of Code Writing (12:10) - Teleportation and Sales (12:49) - Understanding the Funnel (13:05) - The Simplicity of PLG (14:45) - Developer Tools and Market Size (19:02) - Freemium Models in Enterprise Sales (23:09) - Challenges of Rapid Growth (27:05) - Retention and Competition This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

There are 1000s of privately held unicorns. But for many of them, they will truly struggle to make a meaningful exit.We discuss why together with Roee.(00:00) - Introduction (02:25) - Understanding Zombie Unicorns (04:30) - The Rise and Fall of Valuations (06:33) - VC Expectations and Company Growth (12:01) - The Fragility of High Valuations (15:17) - Current Market Trends and Valuations (19:35) - The Rise of Zombie Unicorns (20:18) - Down Rounds and Valuation Challenges (20:51) - Future of Unicorns and IPOs (26:48) - Impact on Revenue Leaders (32:06) - Pricing and Packaging Strategies (35:39) - Concluding Thoughts and Future Outlook This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Are you about to report to the CEO? Are you already?In todays episode, we share our experience reporting to the CEO.(00:00) - Introduction (03:51) - Our first CEO (07:10) - Benefits and Challenges of Reporting to the CEO (13:03) - Effective Communication and Management Strategies (20:16) - Deliver 100% of your commits This episode is brought to you by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!Never miss a new episode, join our newsletter on revenueformula.substack.com

Chris Pasquier, CEO of Slite and Super, dives into the challenges of selling AI products, specifically why free trials are often ineffective. He discusses the evolution of Slite as a documentation platform and introduces Super, which optimizes workplace efficiency. The conversation highlights strategies for effective customer onboarding, the importance of clear use cases, and overcoming skepticism in AI adoption. Pasquier also explores future trends in AI within business, emphasizing the need for companies to adapt to shifting buyer behaviors.