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
Apr 25, 2023 • 34min
Making sales enablement unsuck
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
Apr 18, 2023 • 35min
5 real examples of rapid experimentation
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.
Apr 11, 2023 • 31min
Small steps, big wins: Achieving radical outcomes
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.
Apr 4, 2023 • 33min
4 letters to make better decisions, faster
Sales cycles are extending. Win rates are decreasing. How do you make decisions faster? With a simple framework.
Mar 28, 2023 • 34min
Tools won't fix outbound, but this will
When outbound doesn't work, everyone looks to the tools and the processes. But there's something else that has a higher impact.
Mar 21, 2023 • 34min
Exposed from S-1s: How unicorns create hypergrowth
In this episode we expose how unicorns such as Snowflake, Datadog and Asana drive hypergrowth. All revealed by reading their S-1s (IPO filings)
Mar 14, 2023 • 29min
Agile Go-To-Market
What does an agile go-to-market look like for b2b SaaS? That's exactly what we discuss in this episode.
Mar 7, 2023 • 27min
Hacking NRR: The Path to +120% NRR
Getting well beyond 120% NRR is no accident. It's all about GTM, and we break down a few cases in this episode.
Feb 28, 2023 • 36min
Private Equity: Good vs Great GTM Execution
Great companies execute their GTM differently than good companies. In this episode, we share the exact differences from a private equity person we recently talked with.
Feb 21, 2023 • 33min
How $100M companies hit revenue target
How do +$100M SaaS companies keep hitting their revenue target? We've talked with a few and share our findings in this episode.
