The Revenue Formula

PLG sucks. Especially if you don't know what you're doing.Too many people assume you just turn on the self-serve button and watch the money roll in. And they couldn't be more wrong.In this episode, we talk with Wes Bush, Founder of ProductLed.com, about everything you need to know about PLG and what you need to do to run it right.(00:00) - Introduction (02:18) - Introducing the Guest: Wes Bush (03:05) - Diving into Product-Led Growth (PLG) (05:16) - So why does it suck? (08:43) - Solving for simplicity or complexity? (14:32) - PLG in Different Business Stages (19:57) - Pricing and Packaging in PLG (21:19) - The Challenges of Implementing PLG (21:43) - Strategic Shifts and Organizational Impact (23:04) - Primary Go-to-Market Motion (24:43) - Diagnosing PLG Struggles (25:31) - What to Give Away for Free (27:55) - Real-World Examples and Intentionality (29:56) - Balancing PLG and Sales-Led Approaches (32:07) - Commitment to PLG Strategy (37:12) - Competing with PLG Competitors (39:22) - Final Thoughts on PLG *** 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

Explore the essential questions to ask before accepting a new job in B2B SaaS. Learn how to evaluate the employer-employee fit and analyze company performance metrics. Delve into the importance of understanding financial stability and runway for your prospective workplace. Discover strategies to negotiate compensation packages effectively, including equity and exit terms. This podcast offers valuable insights for job seekers ready to navigate the complexities of the job market.

Plenty of reps aren't making quota - but there are some very simple reasons why we see again and again and again.We talk about the three reasons - and the best part? You can fix them.(00:00) - Introduction (03:03) - Sales Challenges and Observations (05:18) - Problem 1: Lots of MQLs that go no where (16:21) - Problem 2: Wrong meetings booked (19:42) - Defining Your Ideal Customer Profile (ICP) (21:58) - Problem 3: The AEs (24:24) - The Importance of Accurate Sales Data (29:08) - Conclusion ***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.

There's a phase shift that happens to any b2b SaaS company. The shift away from volume to efficiency.When is it time to shift, and how do you go about it? That's what we discuss.(00:00) - Introduction (01:56) - Is volume still the thing? (07:04) - Shifting Focus away (13:00) - The Process (16:40) - Budget Reallocation Strategies (17:11) - Conversion Rate Optimization Techniques (19:52) - Improving Demo Request Conversion (21:11) - The Tools (25:29) - The Skills ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 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.

You're not losing to competitors. You're losing to indecision, most often heard like this: "Sorry, it's not the right time. Let's reconnect". And it's no surprise, layoffs, budget cuts and more has led to a fear of messing up. We discuss three ways to overcome indecision.(00:00) - Introduction (04:26) - Sales Challenges and Indecision (05:58) - Economic Impact on SaaS (12:34) - So what can you do? Start small. (16:22) - But won't my ACV take a hit? (17:40) - Try Before You Buy: The Power of POCs (19:54) - The Role of Technical Validation (24:19) - Building Trust with Flexible Contracts Sources:The JOLT effectLookers forward deploy and PMF***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 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.

BI tools promised to solve the "data starved" teams, giving them access to make decisions. However, we see quite a few challenges that you should know.That's why we dive into our experience with business intelligence.(00:00) - Introduction (02:51) - The Challenges of BI Implementation (05:52) - The High Costs of BI Tools and Expertise (09:01) - The Importance of Consensus in BI Rollouts (10:57) - Why even go for BI? (13:17) - Analyzing Marketing Data (17:23) - The Reality of BI Tools (19:51) - Why BI Tools Fail Commercial Teams (25:48) - The Opportunity for Improvement *** 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 time to talk about hiring for b2b SaaS. With the change from 'growth at all costs' to efficient growth, hiring is more important than ever.In the episode, we get into(00:00) - Introduction (02:41) - Why talk about hiring? (06:53) - It's time for the "suite and tie" folks (12:51) - Testcases are kinda useless (16:51) - What is it you're hiring for? (22:08) - Get a local (27:40) - Will you do the work? *** 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

What can we learn from hyper competitive markets in SaaS? That's exactly what we asked in this episode. We get into the pitfalls and strategies you can use to do better against the competition.(00:00) - Introduction (03:44) - Hyper compeitive markets (06:12) - Pitfalls to watch out for (10:18) - Disruption happens (13:42) - What are folks gonna do? (15:04) - Horizontal vs vertical SaaS (19:05) - Outcompete on differentiation (25:33) - Outcompete on GTM (30:48) - Outcompete on cash *** 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

No, net promoter score can't predict churn. We cover the alternatives in todays episode(00:00) - Introduction (04:14) - What is NPS and why does it suck? (10:22) - Predict & prevent churn (11:02) - Signals (16:13) - Customer vintages (21:32) - The process *** 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

Here's the method used by Toyota to run root cause analysis. It's called the 5M framework, and helps you look at problems from multiple angles - so you can prevent them from happening again.(00:00) - Introduction (03:56) - How Toyota would run RCA (04:50) - 5M overview (06:22) - Manpower (10:47) - Machinery (14:03) - Material (18:28) - Method (23:13) - Measurement *** 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