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
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.
Sep 6, 2022 • 31min
How we hit 12 quarters in a row
What’s the methodology we used to hit 12 quarters in a row? A loooot of hard work. We discussed how to set the right targets & plan, how to ensure relentless focus on execution and how that led to what we called ‘predictable revenue’.
Aug 30, 2022 • 25min
Stop obsessing over forecasts
You can spend time creating the perfect and most accurate sales forecast, but what value is it really creating? Will you close more deals? Generate higher deal sizes? Not really.You can only forecast accurately as far into the future as your sales cycle. Also, if it's being done to know whether people get commission, you're not creating actual value to the business.What should you do instead? We're not gonna tell you in the description (sorry).... but listen in and get some very concrete examples and tips that create value for the business.
Aug 23, 2022 • 31min
Never waste a good crisis
Whether the crisis is caused by the business itself or external factors - a crisis (depending on severity) can present some significant career opportunities. If you're in a squeeze where it's staying on a burning platform or jump into the water, the question becomes: Do you stay or leave the business? There are pros and cons of both options, and that's what we cover in this episode.
Aug 16, 2022 • 26min
Setting ambitious targets you can hit
Can you clearly explain to your team how you can hit your target? If not, then you might want to listen to this episode. We discuss how to balance targets that are realistic and ambitious. We'll also cover how to close the gaps, what you can do to shift the conversation and ensure you have what's needed to hit.
Aug 11, 2022 • 26min
Our favorite growth hack: QBRs
The growth hack no one talks about: Quarterly business reviews.
Want to know why building a habit around business reviews will help you grow? Then this is an episode to listen to.
We cover why they make you better, and how to run the first successful QBRs.
