The Revenue Formula

That's not the number I have. How did you calculate it? What field did you use!!?. Data promises amazing insights and great decision making.But more often than not, we tend to not trust the data. That's why we talk about data trust with Lindsay.(00:00) - Introduction (02:24) - Data Trust Issues (03:56) - Common Data Quality Problems (11:27) - Impact of Data Issues on Business (14:57) - Manual Data Correction Challenges (19:46) - Analyzing Opportunity Age in Salesforce (21:10) - Handling Imperfections in Data (22:32) - Outlier Management with Advanced Technology (25:10) - Building Trust in Forecast Numbers (27:45) - Creating a Common Language Across Departments (38:51) - Eliminating Friction in Go-to-Market Teams (41:44) - The Future of Data Trust and Technology ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Customer success often gets a bad rap as a profit center, but this discussion uncovers the misconceptions behind it. The complexities of upselling reveal the risks of overreliance on customer potential. Cultural differences in sales impact how Customer Success Managers function, especially in balancing client relations and sales roles. Real examples illustrate the need to align products with client needs for better retention. Ultimately, refining the go-to-market strategy is crucial for unlocking true revenue potential.

The fastest growing companies use growth models. You probably already have one - but is it fully built out? Does it really work?In this episode, we talk with Anthony who's build quite a few.(00:00) - Introduction (02:43) - Diving into Growth Modeling (11:39) - Challenges and Pitfalls in Growth Modeling (16:08) - Understanding Pipeline Needs (17:35) - Challenges in Planning and Execution (19:49) - Involving the Right People in Growth Planning (23:49) - Building a Comprehensive Growth Model (27:01) - From Planning to Execution: OKRs and KPIs (28:56) - Real-World Growth Model Case Studies (39:41) - Final Thoughts and Takeaways ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Yes, inflation can be boring. No, you can't ignore it even in the GTM teams. We discuss what problems inflation is creating - and what to do about it.(00:00) - Introduction (01:20) - SaaS and GTM inflation (06:18) - Rising Costs and Business Adjustments (09:57) - Understanding Value Pricing in SaaS (11:00) - Check your T&Cs (13:50) - Using Price Increase Wisely (18:54) - Communicating Price Increases to Customers (25:11) - Case Study: Effective Price Increase Strategies MentionsWil ReynoldsCarta's Peter Walker on salary & inflation***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

In this discussion, Kyle Coleman, CMO at copy.ai, dives into the evolving role of AI in sales. He challenges the notion that AI will replace sales teams, emphasizing the need for human interaction. The conversation explores how AI enhances Sales Development Representatives' efficiency, improves customer engagement through personalized email strategies, and offers insights for customer success. Kyle also highlights the importance of a strategic approach to AI adoption in sales, navigating both its benefits and potential pitfalls.

What does a SaaS company, an airline and an oatmilk company have in common? They're challenger brands. And it can be a pretty powerful strategy you can take as a brand.We run through real examples and much more(00:00) - Introduction (02:10) - Challenger Brands... what is it? (03:50) - Salesforce vs. Siebel: The Ultimate Challenger Brand (09:55) - Salesforce's Guerrilla Marketing Tactics (13:22) - Reflecting on Bold Marketing Ideas (15:12) - The Power of Brand Exposure (15:39) - Richard Branson's Guerrilla Advertising (17:28) - Virgin's Creative Marketing Tactics (19:00) - The Impact of Controversial Marketing (23:35) - Oatly's Environmental Challenge (26:54) - Drift's No Forms Movement SourcesVirgin Atlantic & the blimpSilverware on Virgin AtlanticAdam Robinson cease and desist on linkedinDave Cancel Hypergrowth keynote*** 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

Sid Kumar, VP of GTM Strategy & Planning at Databricks, discusses the urgent need for a fresh Go-to-Market playbook emphasizing customer retention. He reveals how a 5% lift in retention can dramatically boost revenue. Kumar highlights the importance of a unified customer journey, strategies for diagnosing revenue leakage, and adapting to different market segments. He also advocates for breaking down organizational silos and aligning marketing and sales efforts, all while maintaining a simple and agile approach to meet evolving market demands.

If you're north of $5M ARR, 40% of new revenue should come from existing customers. Are you seeing enough revenue from expansion?Even if you're getting expansion, maybe you can get more - we talk about a few ways to achieve it.(00:00) - Introduction (02:34) - Why does expansion matter? (05:45) - Challenges with Expansion (08:19) - Strategies for Effective Expansion (10:28) - Do you get the right customers and do they want more? (19:14) - Add-Ons and Multi-Product Strategies (26:45) - Customer Success and Resource Allocation (28:34) - How many CSMs do you really need? Mentions & SourcesOpenview SaaS benchmarksElena Verna***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revletter.io📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com*** 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.

Thought experiment: What would happen if you put RevOps in charge in sales? Well, we spoke Ryan from QuotaPath who started in RevOps, and now also runs sales.And there's a few interesting learnings you shouldn't miss(00:00) - Introduction (01:30) - Meet Ryan (02:02) - Transition from RevOps to Sales Leadership (03:52) - What we think sales is and what it actually is (06:35) - RevOps and Sales Alignment (08:13) - Advice for RevOps Professionals (12:49) - Sales Process and Deal Managemen (22:07) - Quota Design and Sales Team Efficiency (30:47) - Comp plans for CS? (38:13) - Final Thoughts and Conclusion *** 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

It's planning season again. The most agonizing process for GTM teams needing to plan their targets.We discuss how b2b SaaS teams should go about it.(00:00) - Introduction (01:34) - The Annual Plan: A Recipe for Disaster (02:37) - The CFO owns it (07:43) - The most important plan (12:43) - Multi year planning (18:30) - Resource Allocation: Balancing Headcount and Budget (20:04) - Commercial & financial planning in parallel (22:01) - Navigating Initiatives (25:04) - Short-Term vs Long-Term (28:52) - Get some friends in FP&A ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revletter.io📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com*** 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.