The Revenue Formula
Toni Hohlbein & Raul Porojan
This podcast is about scaling tech startups.
Hosted by Toni Hohlbein & Raul Porojan, together they look at the full funnel.
With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast.
If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.
Hosted by Toni Hohlbein & Raul Porojan, together they look at the full funnel.
With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast.
If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.
Episodes
Mentioned books
Jan 24, 2023 • 29min
5 left field growth plays in a downturn
Winning by Design is predicting 2023 as "The largest revenue churn event in the history of SaaS." But just because we're in a downturn doesn't mean that you can't do anything about it.In this episode, we break down 5 non-obvious plays you can attempt this year to stand out from the competition.
Jan 17, 2023 • 31min
0 Friction, 0 Risk
Customers want an easy way to buy from you, so why are we making it harder for them? Between no prices on your website, fluffy product descriptions and no buy-now options, a lot of B2B's are putting up roadblocks.In this episode, we examine the benefits of a 0 Friction 0 Risk purchasing journey, and how you can implement it into your funnel today.
Jan 10, 2023 • 34min
5 efficiency plays you haven't thought of
It's 2023, and if you've been listening to everyone on social media, you'll know that you have to focus on efficiency this year. But what does that actually mean? What can you actually do?Don't let efficiencies be another buzzword this year. In this episode, we cut through the BS and give you 5 real ways you can drive efficiencies this year.
Jan 3, 2023 • 30min
4 Go-to-market challenges
There are four common go to market challenges, they should be solved in an uncommon way.How do you deal with discounts, partnership deals and more - those are just some of the common obstacles that you’ll encounter as you’re bringing your solution to market.We discuss the logic you can use to solve them the best way possible.
Dec 20, 2022 • 29min
All big decisions need this
Making a big decision requires you to not just make one decision, but many.In this episode, we cover a simple approach to structure your decision making making sure you won't get stopped dead in your tracks a few months later when someone goes "I don't remember us agreeing to do that?".
Dec 13, 2022 • 31min
Sales capacity models are broken
The capacity and the sales quota is only half the equation, there’s an entire part always being left out - and it’ll lead to you not being able to hit target.So what is the other half? That’s what we get into in this episode.
Dec 6, 2022 • 32min
Are you building an unachievable plan?
Is your plan unachievable? If you don't know, here are the things to watch out for + how to fix it.
Nov 29, 2022 • 34min
Make this analysis for 2023
The budget always has one important line: Revenue. But behind that line you'll find very little detail.If the plan is being made for 2023, we cover a simple analysis you should run to ensure the business can actually reach the targets desired.
Nov 22, 2022 • 32min
No one makes this plan
There are four plans a business needs; Budget, people and product. But almost everyone forgets number 4: The revenue plan.We’re fixing that in this episode but diving into what problems it’s causing for you, how to think about your engine and creating a revenue plan.
Nov 15, 2022 • 32min
All models are broken (but some are useful)
We've talked about having a model to manage and execute revenue at b2b SaaS companies. But we've not really outlined how you build one.We're fixing that in this episode as we get into how Toni build the first operating model for revenue, what dimensions were considered and how it was used. Hopefully it'll serve as inspiration for you to build your own model to manage revenue.
