The Revenue Formula

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.

Wrappers are dead. LLMs are dead. SaaS is dead. The application layer is dead.It's moving pretty fast still in AI, and we thought it was time to take stock of what we know right now.(00:00) - Introduction (01:03) - OpenAI's Superbowl Ad Breakdown (02:29) - The Role of AI in Modern Life (03:16) - Teasing Future Content (03:50) - The Fast-Paced World of AI (05:35) - Understanding GPT Wrappers (07:40) - Hype vs. Reality in AI (10:04) - The Evolution of Solutions (14:22) - Consumer Perception of AI (16:25) - AI's Role in Problem Solving (17:47) - The Commoditization of AI (18:50) - Cloud Providers and AI Models (20:39) - The Future of AI Investment (22:31) - Challenges in AI Implementation (28:51) - Skepticism and Realities of AI 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

If 4 developers at a unicorn got a $1m check, could they copy your feature? Well, yes. We discussed why this question is stupid, and how to build true competitive advantages.(00:00) - Introduction (02:11) - Remote Work and Team Dynamics (02:47) - Exploring New Features and Innovations (04:59) - Customer Experience and Building a Moat (15:05) - Sticky Features and User Retention (17:52) - Salesforce and the Challenges of Switching Providers (18:34) - Bad Industry Practices and Network Effects (19:38) - Building Ecosystem Benefits and Integrations (20:38) - Strategic Partnerships and Preferred Partners (23:34) - Customer Feedback and Product Development (27:27) - Efficient Growth and Competitive Advantages (33:23) - Outbound Marketing Strategies 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

Explore why sellers aren't just selling anymore as they navigate the shifting dynamics of today's market. Discover how the knowledge gap has reversed, making buyers more informed than ever. The role of sellers is evolving, especially in an AI-driven world, where customer feedback plays a crucial part. Learn about the importance of guiding clients through complex decisions and addressing their indecision. It's a brave new world where traditional selling techniques can't keep up, and adaptability is the name of the game.

What can you learn from someone who's built a motion from scratch to scale? That's what we discovered with Maximus, CEO and Co-founder of Warmly. He shares how they built outbound from nothing.(00:00) - Introduction (03:05) - Building in Public (06:41) - Firing Customers (07:43) - Stacking Outbound (10:54) - Zero to One: Lessons and Learnings (19:08) - Dang outbound, it works! (19:52) - Consistency in Email Campaigns (20:34) - Profiles for Zero to One Phase (21:30) - Commandos, Soldiers, and Policemen (24:24) - Scaling Sales Processes (25:15) - Layering in more channels (27:54) - Hiring and Team Culture (29:19) - Navigating Growth Challenges (35:27) - AI in Sales and Marketing 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

Weaknesses are awesome. If you can identify them that is. We discuss three common GTM weaknesses and how you can identify them...So you can start fixing them and getting better.(00:00) - Introduction (03:23) - Parenting Challenges (04:22) - Go-to-Market Strategies (05:35) - 20-20 vision (06:22) - 1: I'm just not motivated (12:37) - You're a bad leader (15:04) - It's products fault (of course) (16:30) - Handling Bugs and Product Frustrations (17:09) - Building a Billion Dollar Business (22:17) - I'm not listening to you (the customer) (26:24) - The Value of Qualitative Data 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

How do you get CAC:PB below 12? How do you get reps to close 50% more ARR? By focusing on unit economics.In this episode, we focus on that, merging PLG + SLG and more with Kevin McIntyre.(00:00) - Introduction (04:24) - Why merge (07:02) - Bringing together PLG and SLG (10:24) - Challenges and Strategies Post-Merger (13:38) - Focus on Unit Economics and Sales Efficiency (32:40) - Where AI will assist (38:01) - Reflections on CRO Tenure 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

Discover key strategies to accelerate go-to-market velocity and outpace the competition. Learn about high-tempo testing and how defining kill criteria can steer project success. The discussion dives into optimizing team performance, hiring for speed, and the impacts of excessive meetings on productivity. Plus, think about the contrasting work cultures in Europe and America while chasing that elusive work-life balance. With humor and insights, this session is packed with practical tips for enhancing your execution capabilities.