The Revenue Formula

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.

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.