The Revenue Formula
By Toni Hohlbein & Raul Porojan
Listen to a podcast, please open Podcast Republic app. Available on Google Play Store and Apple App Store.
Image by Toni Hohlbein & Raul Porojan
Category: Management
Open in Apple Podcasts
Open RSS feed
Open Website
Rate for this podcast
Subscribers: 0
Reviews: 0
Episodes: 246
Description
This podcast is about scaling tech startups.
Hosted by Toni Hohlbein & Raul Porojan, 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.
| Episode | Date |
|---|---|
|
Why no one cares about CS (w/ Mallory Lee)
|
Nov 25, 2025 |
|
For 2026, Don’t do more - Do better (w/ Koen Stam from Personio)
|
Nov 18, 2025 |
|
In Excel, Everyone Hits Quota (w/ Scott Domareck)
|
Nov 11, 2025 |
|
Why most AI in your GTM is BS
|
Nov 04, 2025 |
|
Why you shouldn't internationalize (w/ Shantanu & Koen from Personio)
|
Oct 28, 2025 |
|
How to Hire Salespeople in 2025
|
Oct 21, 2025 |
|
How to Create a $5M ARR AE with AI
|
Oct 14, 2025 |
|
$1.2B ARR CRO on AI in GTM (w/ James Roth from ZoomInfo)
|
Oct 07, 2025 |
|
Chris Walker on why you should look for a new job
|
Sep 30, 2025 |
|
Stop Spamming, Do This Instead (w/ JB Daguené, CEO of Evergrowth)
|
Sep 23, 2025 |
|
The Health Routine to fix your Pipeline
|
Sep 16, 2025 |
|
The Practical Guide to Piss Off Your Best Reps (w/ Antoine Fort, Co-founder & CEO of Qobra)
|
Sep 09, 2025 |
|
Conversation: What’s Overhyped and Underrated in Revenue today (w/ Todd Busler, CEO of Champify)
|
Sep 03, 2025 |
|
The Great Pipeline Starvation
|
Aug 26, 2025 |
|
What Video Games Taught Us About Fixing Companies: Levels
|
Aug 19, 2025 |
|
Trigger Warning: The Truth about AI and Remote Work
|
Aug 12, 2025 |
|
Founder-Led Sales and Other Scary Transitions
|
Aug 05, 2025 |
|
Did AI Kill SEO? (with Sam Dunning from Breaking B2B)
|
Jul 29, 2025 |
|
No One Wants to Touch Pricing. Here's why You Should.
|
Jul 22, 2025 |
|
Why weak Product-Market Fit is quietly destroying your Go-To-Market strategy (with Chris Tottman of Notion Capital)
|
Jul 15, 2025 |
|
Not All Consultants Are Worth It (Here’s How to Tell)
|
Jul 08, 2025 |
|
How Cliff Simon Drives Millions by Simply Showing Up
|
Jul 01, 2025 |
|
Think CEO life is easy? Here's what they're really dealing with
|
Jun 24, 2025 |
|
How to not do outbound in 2025 (and what to do instead)
|
Jun 17, 2025 |
|
We just leaked Jacco's new playbook. Here's what's inside.
|
Jun 10, 2025 |
|
25% of SaaS Execs Are on the Bench. Here's Why.
|
Jun 03, 2025 |
|
$10M ARR per founder. No Employees. All Agents. (with Amos Bar-Joseph)
|
May 27, 2025 |
|
Burn the old playbook (With Jacco van der Kooij)
|
May 20, 2025 |
|
What you need to know about AI SDRs
|
May 13, 2025 |
|
RevOps to VP? Here's why you're not getting promoted
|
May 06, 2025 |
|
How to build a $5M SaaS with 3 people and no VC funding (With Esben Friis-Jensen)
|
Apr 29, 2025 |
|
Don’t Believe LinkedIn. Do This Instead.
|
Apr 23, 2025 |
|
Founders maze: A real look at a company in the making
|
Apr 08, 2025 |
|
LinkedIn blueprint: How SDRs can book more meetings (with Morgan Ingram)
|
Apr 03, 2025 |
|
Did Klarna really delete 1200 SaaS apps?
|
Apr 01, 2025 |
|
Last week in software: 11x, Deel, Rippling & spy-bound
|
Mar 27, 2025 |
|
Your guide to getting AEs to self-prospect (finally)
|
Mar 25, 2025 |
|
How to scale past $10M ARR and more (With Maja Voje)
|
Mar 20, 2025 |
|
The Red Bull playbook tech companies should steal
|
Mar 18, 2025 |
|
Your guide to killing Zendesk (with Marty Kausas, co-founder & CEO at Pylon)
|
Mar 13, 2025 |
|
Killed by AI: What's happening with Chegg
|
Mar 11, 2025 |
|
Your champion is probably fake (With Gal Aga)
|
Mar 07, 2025 |
|
Don’t create another podcast: Lessons from 200 episodes
|
Mar 04, 2025 |
|
How pitch narrowed their ICP and accelerated growth (with Ulrik Bo Larsen)
|
Feb 27, 2025 |
|
Growth envy: How Cursor got to $100M with 20 people
|
Feb 25, 2025 |
|
When unicorns become zombies (With Roee Hartuv)
|
Feb 20, 2025 |
|
Reporting to the CEO - here's what we've learned
|
Feb 18, 2025 |
|
No more free trials (Chris Pasquier from Slite)
|
Feb 13, 2025 |
|
SaaS was dead last week, but now it's back.
|
Feb 11, 2025 |
|
You have no moat (With Bethany Stachenfeld)
|
Feb 06, 2025 |
|
Sellers don't sell
|
Feb 04, 2025 |
|
Stacking outbound (With Maximus Greenwald)
|
Jan 30, 2025 |
|
3 Signs your GTM is weak
|
Jan 28, 2025 |
|
Better unit economics, PLG + SLG and more (with Kevin McIntyre)
|
Jan 23, 2025 |
|
GTM Velocity: How to out-execute the competition
|
Jan 21, 2025 |
|
Time to fire the VP Sales? (With Raul Porojan)
|
Jan 16, 2025 |
|
The rise of the GTM engineer
|
Jan 14, 2025 |
|
Community led growth, don't do it (with Matthew Volm)
|
Jan 09, 2025 |
|
5 things we hate about SaaS
|
Jan 07, 2025 |
|
Why AI is eating software (with Jonathan Moss)
|
Jan 02, 2025 |
|
5 mistakes that always breaks Q1
|
Dec 31, 2024 |
|
Advise for your career in 2025 (with Robin Daniels)
|
Dec 26, 2024 |
|
Your guide to go-to-market trends in 2025
|
Dec 24, 2024 |
|
From seats to outcomes: How AI is changing pricing (with Kyle Poyar)
|
Dec 19, 2024 |
|
$1M ARR Per FTE: How to get hyper efficient
|
Dec 17, 2024 |
|
You need to know these GTM trends (with Chris Walker)
|
Dec 12, 2024 |
|
This is why your growth isn't picking up
|
Dec 10, 2024 |
|
The state of venture capital (with Peter Walker)
|
Dec 05, 2024 |
|
Take advantage of this zero day exploit now
|
Dec 03, 2024 |
|
Why 70% of Sales Jobs Might Disappear (with Jacco van der Kooij)
|
Nov 28, 2024 |
|
The unfair advantage: Why every founder needs a brand
|
Nov 26, 2024 |
|
How This AE Built a $1M Pipeline Through LinkedIn (With Laura Erdem)
|
Nov 21, 2024 |
|
VCs hate services - here’s why SaaS shouldn't
|
Nov 19, 2024 |
|
This founder shares his churn problem (with Adam Robinson)
|
Nov 14, 2024 |
|
The new outbound playbook we used to book 500 meetings
|
Nov 12, 2024 |
|
Don't create a category, do this instead (with Kyle Coleman)
|
Nov 07, 2024 |
|
3 Career Hacks You Should Know About
|
Nov 05, 2024 |
|
AI in Action: GTM use cases that work (with Andy Mowat)
|
Oct 31, 2024 |
|
Growblocks is shutting down: here's what we've learned
|
Oct 29, 2024 |
|
Here are two simple ways to reduce burn
|
Oct 15, 2024 |
|
Are warrants a scam? Here’s what you need to know
|
Oct 08, 2024 |
|
7 GTM problems everyone has, and how to fix them (with Eddie Reynolds)
|
Oct 03, 2024 |
|
To prevent burnout, this could be the answer
|
Oct 01, 2024 |
|
Starting a new job? Do these 3 things
|
Sep 24, 2024 |
|
Do we have a tenure problem in tech?
|
Sep 17, 2024 |
|
How to build & replicate stellar sales teams (With Collin Cadmus)
|
Sep 12, 2024 |
|
Is it time to merge inbound and outbound?
|
Sep 10, 2024 |
|
Does your data have credibility issues? (With Lindsay Cordell)
|
Sep 05, 2024 |
|
Customer Success isn't a profit center - here's why
|
Sep 03, 2024 |
|
Creating a growth model for SaaS (with Anthony Enrico)
|
Aug 29, 2024 |
|
GTM Inflation & the cost of doing nothing
|
Aug 27, 2024 |
|
Here's how AI is changing sales (With Kyle Coleman)
|
Aug 22, 2024 |
|
Challenger brands: Forcing people to pick a side
|
Aug 20, 2024 |
|
The New GTM Playbook (With Sid Kumar)
|
Aug 15, 2024 |
|
4 Reasons customers aren't expanding
|
Aug 13, 2024 |
|
Can RevOps lead sales? Well, this person does (with Ryan Milligan)
|
Aug 08, 2024 |
|
The plan that kill teams
|
Aug 06, 2024 |
|
Why PLG suck, and how to fix it (with Wes Bush)
|
Aug 01, 2024 |
|
Do this before accepting a new job
|
Jul 30, 2024 |
|
3 Reasons reps don't make quota
|
Jul 23, 2024 |
|
When volume won't cut it
|
Jul 16, 2024 |
|
3 ways to stop indecision
|
Jul 09, 2024 |
|
Why BI Sucks
|
Jul 02, 2024 |
|
Hiring for the logo & other mistakes
|
Jun 25, 2024 |
|
Secrets to winning in hyper competitive markets
|
Jun 18, 2024 |
|
NPS can't predict churn
|
Jun 11, 2024 |
|
Use this framework to run root cause analysis
|
Jun 04, 2024 |
|
Why we think we need RevOps (and why we really need it)
|
May 28, 2024 |
|
Do you have one of these GTM problems?
|
May 21, 2024 |
|
Friction by design
|
May 14, 2024 |
|
Here's how Koen Stam use AI for sales coaching
|
May 09, 2024 |
|
Rethinking comp plans
|
May 07, 2024 |
|
High velocity sales (with Frank Nardi)
|
May 02, 2024 |
|
When deals die
|
Apr 30, 2024 |
|
Why RevOps is broken (with Jeff Ignacio)
|
Apr 25, 2024 |
|
4 Outbound Mistakes
|
Apr 23, 2024 |
|
WTF is PLS even? (with Jesus Requena, VP Marketing at Hex)
|
Apr 18, 2024 |
|
Don’t have GTM visibility?
|
Apr 16, 2024 |
|
Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)
|
Apr 11, 2024 |
|
RevOps needs to move
|
Apr 08, 2024 |
|
How Paddle scaled with outbound to $100M (With Harrison Rose)
|
Apr 04, 2024 |
|
Making metrics matter
|
Apr 02, 2024 |
|
Scale efficiently with RevOps (With Jeremey Donovan)
|
Mar 28, 2024 |
|
To grow faster, talk with this team
|
Mar 26, 2024 |
|
+$100M & how Outreach got there
|
Mar 21, 2024 |
|
Do less = get more deals
|
Mar 19, 2024 |
|
The SaaS Reset and what's next (with Jacco van der Kooij)
|
Mar 14, 2024 |
|
Lowering payback isn't the problem
|
Mar 12, 2024 |
|
How Synthesia blew past 50K customers (With Steffen Tjerrild, co-founder & COO/CFO)
|
Mar 07, 2024 |
|
4 ways to fix NRR
|
Mar 05, 2024 |
|
If your messaging sucks, listen to this (with Anthony Pierri, co-founder at Fletch)
|
Feb 29, 2024 |
|
How to build & scale outbound
|
Feb 27, 2024 |
|
100%+ growth YoY, here’s how Walnut run their GTM (With Catie Ivey, CRO at Walnut)
|
Feb 22, 2024 |
|
This won't scale
|
Feb 20, 2024 |
|
4 Signs your GTM is broken
|
Feb 13, 2024 |
|
How to manage multiple GTMs in SaaS (With Dave Boyce)
|
Feb 08, 2024 |
|
4 signs you're losing product-market fit
|
Feb 06, 2024 |
|
The top 1% of sales teams do this (with Kevin Dorsey, SVP of Sales & Partnerships at Bench)
|
Feb 01, 2024 |
|
Ask this before raising quotas
|
Jan 30, 2024 |
|
Surprising insights from 2.5 IPOs (With Robin Daniels, CBPO at LMS365)
|
Jan 25, 2024 |
|
When nobody owns GTM
|
Jan 23, 2024 |
|
WTF is nearbound? (With Jill Rowley, GTM Advisor at Stage 2 Capital)
|
Jan 18, 2024 |
|
How to enter a new market (in a scrappy way)
|
Jan 16, 2024 |
|
Returning to face-to-face (With Thomas Hansen, President of Amplitude)
|
Jan 11, 2024 |
|
Why your GTM needs a digital twin
|
Jan 09, 2024 |
|
5 types of ROI (With Sangram Vajre, Co-founder & CEO at GTM Partners)
|
Jan 04, 2024 |
|
3 signs sales is broken
|
Jan 02, 2024 |
|
Why marketing gets screwed
|
Dec 26, 2023 |
|
New research: Did we lose GTM fit?
|
Dec 19, 2023 |
|
Underdogs and perception (with Norman Rohr, VP Marketing at Capmo)
|
Dec 14, 2023 |
|
Sales reps spend just 28% of their time selling.. Or do they?
|
Dec 12, 2023 |
|
5 takeaways from 2023
|
Dec 07, 2023 |
|
A better way to run your GTM
|
Dec 05, 2023 |
|
How Pleo drives hypergrowth (with Arun Mani, CRO at Pleo)
|
Nov 30, 2023 |
|
A "good enough" GTM isn't enough
|
Nov 28, 2023 |
|
Assess your GTM (with Anders Sogaard, Head of Analytics at Growblocks)
|
Nov 23, 2023 |
|
Sales forecasts suck
|
Nov 21, 2023 |
|
Driving change through RevOps (with Sandy Robinson, SVP of RevOps at Patra)
|
Nov 16, 2023 |
|
Beat and raise your targets
|
Nov 14, 2023 |
|
3 levers of customer growth (with Dan Steinman, Chief Evangelist at Gainsight)
|
Nov 09, 2023 |
|
Outbound is 3x harder
|
Nov 07, 2023 |
|
Pricing as a growth lever (With Kyle Poyar, Operating Partner @ OpenView)
|
Nov 02, 2023 |
|
PLG is just another motion
|
Oct 31, 2023 |
|
The path to VP RevOps (with Sowmya Srinivasan, VP of RevOps at HubSpot)
|
Oct 26, 2023 |
|
9 ways to build a moat
|
Oct 24, 2023 |
|
Why you need a plan you can beat (with Dave Kellogg, EIR at Balderton Capital)
|
Oct 19, 2023 |
|
4 Sales excuses to watch out for
|
Oct 17, 2023 |
|
How to build RevOps for hypergrowth (with Sean Lane, Founding Partner, Minot Light Consulting)
|
Oct 12, 2023 |
|
Don't use benchmarks like this
|
Oct 10, 2023 |
|
Cultivating an efficient GTM engine (with Sam Jacobs, Founder & CEO of Pavilion)
|
Oct 05, 2023 |
|
Buy software like this
|
Oct 03, 2023 |
|
Do this to lift sales performance (with Chris Orlob, CEO at pclub.io)
|
Sep 28, 2023 |
|
The Biggest blindspot of revenue operators
|
Sep 26, 2023 |
|
Strategic Execution with RevOps (With Shantanu Shekhar, Sr Director GTM Ops @ Gong)
|
Sep 21, 2023 |
|
Where hypergrowth comes from
|
Sep 19, 2023 |
|
Strategic Revenue Operations (With Mallory Lee, VP Operations at Nylas)
|
Sep 14, 2023 |
|
4 things great teams do now
|
Sep 12, 2023 |
|
What unicorns know (with Pablo Dominguez, Operating Partner at Insight Partners)
|
Sep 07, 2023 |
|
The 2 things for your revenue plan
|
Sep 05, 2023 |
|
Revenue motions at scale (with Alina Vandenberghe, Co-founder & Co-CEO at Chili Piper)
|
Aug 31, 2023 |
|
Become unfireable
|
Aug 29, 2023 |
|
From marketing plan to revenue plan (with Chris Walker, CEO at Refine Labs)
|
Aug 24, 2023 |
|
The trillion dollar problem: Revenue Leakage
|
Aug 22, 2023 |
|
Why performance is down & what to do (With Jacco van der Kooij)
|
Aug 17, 2023 |
|
RevOps aren't system admins
|
Aug 14, 2023 |
|
Special: What you need to know about brand (With Udi Ledergor)
|
Aug 10, 2023 |
|
1 year in 30 min: 6 things you've missed
|
Aug 08, 2023 |
|
Cash Cows and Stars: Allocate resources like this
|
Aug 01, 2023 |
|
Forget alignment, just agree on this
|
Jul 25, 2023 |
|
If your target is at risk, listen to this
|
Jul 18, 2023 |
|
NPS Sucks
|
Jul 11, 2023 |
|
Drive customer growth
|
Jul 04, 2023 |
|
Special: Revenue Planning (With Ben Murray)
|
Jun 29, 2023 |
|
Pipeline coverage is worthless
|
Jun 27, 2023 |
|
Churn is dying, let’s save it
|
Jun 20, 2023 |
|
Want predictable revenue? This'll help
|
Jun 13, 2023 |
|
Special: Leah Tharin on Modelling PLG
|
Jun 08, 2023 |
|
4 Steps to create data trust
|
Jun 06, 2023 |
|
Want sales consistency? Try this
|
May 30, 2023 |
|
The best ways to screw up comp plans
|
May 23, 2023 |
|
CAC is useless
|
May 16, 2023 |
|
3 GTM Aha Moments
|
May 09, 2023 |
|
200 QBRs later: They’re broken
|
May 02, 2023 |
|
Making sales enablement unsuck
|
Apr 25, 2023 |
|
5 real examples of rapid experimentation
|
Apr 18, 2023 |
|
Small steps, big wins: Achieving radical outcomes
|
Apr 11, 2023 |
|
4 letters to make better decisions, faster
|
Apr 04, 2023 |
|
Tools won't fix outbound, but this will
|
Mar 28, 2023 |
|
Exposed from S-1s: How unicorns create hypergrowth
|
Mar 21, 2023 |
|
Agile Go-To-Market
|
Mar 14, 2023 |
|
Hacking NRR: The Path to +120% NRR
|
Mar 07, 2023 |
|
Private Equity: Good vs Great GTM Execution
|
Feb 28, 2023 |
|
How $100M companies hit revenue target
|
Feb 21, 2023 |
|
What you don't know but your competitors do
|
Feb 14, 2023 |
|
Special EP: The untold story
|
Feb 08, 2023 |
|
Run your GTM like a relay race
|
Jan 31, 2023 |
|
5 left field growth plays in a downturn
|
Jan 24, 2023 |
|
0 Friction, 0 Risk
|
Jan 17, 2023 |
|
5 efficiency plays you haven't thought of
|
Jan 10, 2023 |
|
4 Go-to-market challenges
|
Jan 03, 2023 |
|
All big decisions need this
|
Dec 20, 2022 |
|
Sales capacity models are broken
|
Dec 13, 2022 |
|
Are you building an unachievable plan?
|
Dec 06, 2022 |
|
Make this analysis for 2023
|
Nov 29, 2022 |
|
No one makes this plan
|
Nov 22, 2022 |
|
All models are broken (but some are useful)
|
Nov 15, 2022 |
|
No one needs perfect data
|
Nov 08, 2022 |
|
Not all things are repeatable
|
Nov 02, 2022 |
|
How to miss a quarter
|
Oct 25, 2022 |
|
The real reason salesreps quit
|
Oct 18, 2022 |
|
The secret benefits of removing discounts
|
Oct 11, 2022 |
|
Why 95% already messed up next year
|
Oct 04, 2022 |
|
Why you can't get rid of comp plans
|
Sep 27, 2022 |
|
Why 75% of scale-ups will have RevOps
|
Sep 20, 2022 |
|
The 10% rule to double revenue
|
Sep 13, 2022 |
|
How we hit 12 quarters in a row
|
Sep 06, 2022 |
|
Stop obsessing over forecasts
|
Aug 30, 2022 |
|
Never waste a good crisis
|
Aug 23, 2022 |
|
Setting ambitious targets you can hit
|
Aug 16, 2022 |
|
Our favorite growth hack: QBRs
|
Aug 11, 2022 |
|
Outbound is dead, long live outbound
|
Aug 11, 2022 |
|
How to get better: Giving & receiving feedback
|
Aug 11, 2022 |
|
Adding enterprise sales as a new motion
|
Aug 11, 2022 |
|
Putting revenue back into RevOps
|
Aug 11, 2022 |
|
The 1 thing to scale
|
Aug 11, 2022 |
|
Introducing The Revenue Formula
|
Aug 09, 2022 |