There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.(00:00) - Indtroduction (03:48) - Meet Mark (08:44) - The number 1 pattern of unnecessary failure (11:16) - Getting the right pacing (16:35) - Pushing back on the plan (25:39) - Why do we misunderstand capacity? (33:54) - The problem with commissions (36:31) - The comp plan works against this goal (40:12) - How do you comp on retention? (42:38) - Find your leading indicators of retention (44:10) - Pushback on retention compensation Also, check out the science of scaling here. Mark also did a presentation at SaaStr on common sales potholes, make sure to check it out.*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

With everything that's happening, we discuss if it's time for RevOps to move away from the CRO.We get into(00:00) - Introduction (02:29) - Is it time to move? (08:30) - If the CRO doesn't get it.. (11:24) - Give CFO operational insights (16:54) - Commercial FP&A? (21:08) - The P&L of commercial (23:54) - Zero helpful advise You can find the CAC:Payback template here.*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Harrison Rose shares how Paddle scaled to $100M with focused outbound strategies, evolving target customer profiles, and the importance of RevOps. They developed a three-folded funnel, ensuring they didn't run out of market while navigating the messy journey of scaling.

If you want to operate SaaS effectively - you need to know how metrics are constructed, and when to use them.Sounds obvious, but many many folks struggle with this, so we walk through two simple frameworks.(00:00) - Introduction (03:08) - Pain with metrics (05:54) - The reality level (10:16) - It takes time to move metrics (14:58) - Metrics tree (18:27) - Higher up, more actions (21:07) - Don't just build what VCs want (24:17) - The metric pyramid Check out the definitive guide to revenue architecture here.*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

We asked Jeremey: How does RevOps help businesses right now switching from growth at all costs to efficient growth?We got into a bunch - how prospects are like fish. Will AI help?. A "moneyball" approach to hiring - and much much more.(00:00) - Introduction (02:49) - Fish are like prospects (04:49) - Meet Jeremey (06:13) - What does efficient growth even mean? (09:47) - Find your "on base percentage" (19:03) - How does AI play in? (25:09) - Reassessing outbound (33:23) - LTV to CAC (37:44) - System level thinking & infinite LTV (41:13) - Takers of OTE (43:40) - OTE inflation & right-sizing *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

We all want to grow faster, but there's a pretty important team to work with to do that - finance.We get into how finance looks at the GTM and much much more(00:00) - Introduction (02:32) - Look at the cash being burned (07:26) - Asset or liability (11:29) - What it means for the GTM team (13:32) - Not running out of money (22:43) - What finance looks at (27:08) - What does it mean for growth? *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

A pivot. One motion - and relentless focus. That's just some of the ingredients Manny Medina shared on how Outreach grew to $100M and beyond.In the episode we get into:(00:00) - Introduction (02:13) - Meet Manny (03:45) - Outreach's first motion: Outbound (09:30) - Outbound isn't dead (12:22) - AI changing the outbound game (16:14) - Scaling at 0, $10M and $100M (19:59) - You don't scale to enterprise. You turn into an enterprise machine (22:12) - Narrowing your ICP (23:25) - Kicking in the inbound engine at $50M (26:44) - A competitive category (29:51) - Lessons from Outreach's internationalization strategy (32:20) - Deciding to go multi-product (39:11) - Final advice to get to $100M *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Everything has been cut and more will be cut. Cost is more expensive, we need to be super efficient but we still want growth.Phew.. What are we to do? Less, that's what. In this episode, we walk through what you can do less of, and how it'll help you grow (faster).(00:00) - Introduction (02:37) - We're starting to do less (05:47) - More deals with less (08:18) - Reduce volume (15:59) - Priotitizing accounts (20:46) - Time & conversion rate (27:47) - WGLL *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

The podcast delves into the reset of SaaS, discussing the challenges with pricing sustainability and changing buyer behavior. AI is seen as a disruptive force in the industry, and there is a focus on the shifting landscape of SaaS under pressure. The conversation explores future trends, offering solutions and insights on revenue architecture and optimizing go-to-market strategies for sustainable growth.

The one metric that shouldn't go up and to the right is CAC Payback, and it's doing exactly that.Rather than trying to fix CAC, there's another solution.(00:00) - Introduction (02:53) - CAC Payback (05:59) - Look beyond CAC:PB (09:13) - Drawback of CAC:LTV (10:50) - How do you get there? (15:00) - The other thing is product (19:20) - What have you done for them lately? (21:54) - Aligning newbiz and existing biz *** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com