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
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.
Nov 8, 2022 • 30min
No one needs perfect data
Data quality. Clean data. Measure everything.There's a lot of data available, and because it's very black and white, we tend to get stuck on the quality and cleanliness of the data. Can we even trust it?We discuss why you don't need to chase perfect data to grow revenue - and at the same time when you really need to make sure you have solid data.
Nov 2, 2022 • 26min
Not all things are repeatable
There's a difference between fastfood chains and Michelin star restaurants. One has repeatability allowing them to scale, the other doesn't.Understanding the limitations of repeatability helps you pick the right initiatives as you seek to scale revenue at a b2b saas company. We discuss the common misconceptions around repeatability, and how you can make things repeatable allowing you to scale.
Oct 25, 2022 • 29min
How to miss a quarter
If you’re ever gonna miss a quarter, you should do it the right way.It’s not a question of if, it’s a question of when. We discuss why companies usually miss, and what can be done to avoid a hard miss.And if you have a hard miss… What you should consider next.
Oct 18, 2022 • 27min
The real reason salesreps quit
Retaining your sales reps is the same as retaining your "quota on the street". If you can't retain sales reps, there's a good chance you'll struggle to scale.In this episode we cover one of the foundational reasons why sales reps quit - and no, it doesn't come up in employee feedback surveys. We'll also cover what you can do to identify if you have the problem & fix it.
Oct 11, 2022 • 31min
The secret benefits of removing discounts
Discounts is a common practise - that's why we discuss what benefits you can unlock by removing them altogether.But.. Removing them flat out might be hard. Don't worry, we also cover what you can do instead to gain the same benefits a discount free future offers.
Oct 4, 2022 • 34min
Why 95% already messed up next year
There are 4 things that might already now ruin your plan for next year. Even before you've started planning. We cover the four challenges, and what you can do about it to help land a plan you can deliver on.
Sep 27, 2022 • 31min
Why you can't get rid of comp plans
It's very compelling to get rid of compensation plans theoretically. There's not a system that can be gamed, and research even show that it might not improve performance - but actually decrease it.That's why we cover why you can't get rid of compensation plans, what challenges you'll face and how to avoid common pitfalls if you're building compensation plans for the first time.
Sep 20, 2022 • 33min
Why 75% of scale-ups will have RevOps
Whether you already have RevOps or just thinking about it, you might want to put on your headphones and listen in.We discuss why most b2b SaaS companies have or will have revenue operations by 2025. We get into how the team evolves with the business, how you can get more value from RevOps and succeed.
Sep 13, 2022 • 29min
The 10% rule to double revenue
Did you know that 10x7 is not 70? It’s 100 - because of compounding interest. Rather than going for radical improvements or big projects, consider improving in increments across your funnel. This will reduce risk and your CFO will love you for it.
