The Revenue Formula
This podcast is about scaling tech startups.
Hosted by Toni Hohlbein & Mikkel Plaehn, 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.
Latest episodes
Jun 11, 2024 • 30min
NPS can't predict churn
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
Jun 4, 2024 • 33min
Use this framework to run root cause analysis
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
May 28, 2024 • 34min
Why we think we need RevOps (and why we really need it)
We think we need RevOps because: Systems. Tools. Data.. And they all have merits, but, there's a few other yet very important reasons to bring RevOps on let alone have them in the first place.Listen in and find out!(00:00) - Introduction
(03:47) - Why do we need it?
(05:04) - "We gotta call someone"
(11:55) - When is a strategic focus even needed?
(16:44) - At some point it's a factory
(18:39) - This is why RevOps matters
(21:52) - When does the VP Finance get fired?
(26:19) - Take the information monopoly away from finance
(29:58) - Flag problems earlier
*** 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
May 21, 2024 • 30min
Do you have one of these GTM problems?
There's 3 GTM problems we see over and over again - and they can totally be avoided. Listen to the episode to learn if you've got one of the problems.(00:00) - Introduction
(02:09) - Calling out the problem
(05:14) - 1: Everyone secretly knows
(13:16) - 2: Acquisition is a mess
(17:40) - Contingency planning
(19:42) - 3: Blindsided by churn
(21:36) - Love the demo, hate the product
(23:00) - What now?
*** 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
May 14, 2024 • 32min
Friction by design
Focused on removing friction? In this episode we discuss when it might be worth it to add some friction instead.(00:00) - Introduction
(08:36) - Just try creating one graph
(15:44) - Why is there no pricing page??
(23:35) - Support friction
*** 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
May 9, 2024 • 42min
Here's how Koen Stam use AI for sales coaching
Do you think this is an AI summary or not?: With AI tools, such as ChatGPT, sales teams can enhance coaching processes by creating personalized frameworks, generating data-driven insights, and fostering consistency for improved productivity and skill development.It is... But anyway, that's pretty much what we discussed with Koen - he's been using AI to assist with coaching the team. Don't get us wrong, the AI doesn't do the coaching, it's enabling it.In the episode, we get into:(00:00) - Introduction
(02:53) - Meet Koen
(04:46) - Coaching, does it really matter?
(13:43) - Why coaching doesn't happen
(15:12) - How AI changes coaching
(21:20) - Coaching framework with AI
(25:58) - Top down does not work
(39:21) - 1 thing to leave with
*** 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
May 7, 2024 • 29min
Rethinking comp plans
We're using comp plans from the 80s, and there's some problems with that.We discuss how SaaS has simply changed, and provide some important reflections you can use if you need to rethink your comp plans.(00:00) - Introduction
(02:26) - We still get lots of questions about this
(05:24) - Why everyone does comp plans
(08:25) - The purpose of what comp plans need to achieve has shifted
(14:25) - The person on the ground
(18:35) - Comp plans for multi product
(20:52) - Comp plans without supply
*** 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
May 2, 2024 • 46min
High velocity sales (with Frank Nardi)
Even if you don't run high velocity sales, there's much to learn from vendors who do.We talked with Frank Nardi (CRO at Cin7) about how they manage short sales cycles and proactively manage their funnel.(00:00) - Introduction
(02:21) - Meet frank
(06:02) - Tuning the engine
(13:36) - Selling to SMB
(21:56) - Short cycles, short term?
(26:54) - Longer cycles impact capacity
(28:34) - Managing multiple points of failure
(32:29) - Efficient growth
(38:27) - Build leading indicators
(41:31) - Having plays ready
*** 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
12 snips
Apr 30, 2024 • 31min
When deals die
The podcast discusses why deals are harder to close today, introduces the MEDDICC framework to diagnose performance, emphasizes the importance of identifying and working with champions, explores the journey from pain to metric, analyzes who signs the deal and how decisions are made, and highlights the qualitative insights in sales operations and revenue generation.
Apr 25, 2024 • 44min
Why RevOps is broken (with Jeff Ignacio)
Is RevOps broken? And how do we fix it?Together with Jeff, we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it.(00:00) - Introduction
(01:40) - Meet Jeff
(03:45) - Glorified GTM IT
(11:57) - Overinvesting
(18:13) - The go to market plan
(30:57) - Under- & overinvestment
(34:25) - Getting RevOps headcounts
*** 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
