In this episode we expose how unicorns such as Snowflake, Datadog and Asana drive hypergrowth. All revealed by reading their S-1s (IPO filings)

What does an agile go-to-market look like for b2b SaaS? That's exactly what we discuss in this episode.

Getting well beyond 120% NRR is no accident. It's all about GTM, and we break down a few cases in this episode.

Great companies execute their GTM differently than good companies. In this episode, we share the exact differences from a private equity person we recently talked with.

How do +$100M SaaS companies keep hitting their revenue target? We've talked with a few and share our findings in this episode.

Do your competitors know something you don't? Or are you actually smarter than they are?

In this week's episode, we talk about the proper way to watch your competition, what to consider, and when it doesn't matter at all.

On this special episode of The Revenue Formula, we go behind the minds of Growblocks and explain why we see revenue generation as a science, not an art.

Toni talks about what turned his perspective around, how long it took to get there, and how we envision modern revenue operators today.

With relay runners, each member's performance is critical if they win or lose. The same goes for your GTM teams.

In this week's episode, we talk about how to establish accountability in your revenue engine and how to get everyone working on the same team. 

Winning by Design is predicting 2023 as "The largest revenue churn event in the history of SaaS." But just because we're in a downturn doesn't mean that you can't do anything about it.

In this episode, we break down 5 non-obvious plays you can attempt this year to stand out from the competition. 

Customers want an easy way to buy from you, so why are we making it harder for them? Between no prices on your website, fluffy product descriptions and no buy-now options, a lot of B2B's are putting up roadblocks.

In this episode, we examine the benefits of a 0 Friction 0 Risk purchasing journey, and how you can implement it into your funnel today.

It's 2023, and if you've been listening to everyone on social media, you'll know that you have to focus on efficiency this year. 

But what does that actually mean? What can you actually do?

Don't let efficiencies be another buzzword this year. In this episode, we cut through the BS and give you 5 real ways you can drive efficiencies this year. 

There are four common go to market challenges, they should be solved in an uncommon way.

How do you deal with discounts, partnership deals and more - those are just some of the common obstacles that you’ll encounter as you’re bringing your solution to market.

We discuss the logic you can use to solve them the best way possible.

Making a big decision requires you to not just make one decision, but many.

In this episode, we cover a simple approach to structure your decision making making sure you won't get stopped dead in your tracks a few months later when someone goes "I don't remember us agreeing to do that?".

The capacity and the sales quota is only half the equation, there’s an entire part always being left out - and it’ll lead to you not being able to hit target.

So what is the other half? That’s what we get into in this episode.

Is your plan unachievable? If you don't know, here are the things to watch out for + how to fix it.

The budget always has one important line: Revenue. But behind that line you'll find very little detail.

If the plan is being made for 2023, we cover a simple analysis you should run to ensure the business can actually reach the targets desired.

There are four plans a business needs; Budget, people and product. But almost everyone forgets number 4: The revenue plan.

We’re fixing that in this episode but diving into what problems it’s causing for you, how to think about your engine and creating a revenue plan.

We've talked about having a model to manage and execute revenue at b2b SaaS companies. But we've not really outlined how you build one.

We're fixing that in this episode as we get into how Toni build the first operating model for revenue, what dimensions were considered and how it was used. Hopefully it'll serve as inspiration for you to build your own model to manage revenue.

Data quality. Clean data. Measure everything.

There's a lot of data available, and because it's very black and white, we tend to get stuck on the quality and cleanliness of the data. Can we even trust it?

We discuss why you don't need to chase perfect data to grow revenue - and at the same time when you really need to make sure you have solid data.

There's a difference between fastfood chains and Michelin star restaurants. One has repeatability allowing them to scale, the other doesn't.

Understanding the limitations of repeatability helps you pick the right initiatives as you seek to scale revenue at a b2b saas company. We discuss the common misconceptions around repeatability, and how you can make things repeatable allowing you to scale.

If you’re ever gonna miss a quarter, you should do it the right way.

It’s not a question of if, it’s a question of when. We discuss why companies usually miss, and what can be done to avoid a hard miss.

And if you have a hard miss… What you should consider next.

Retaining your sales reps is the same as retaining your "quota on the street". If you can't retain sales reps, there's a good chance you'll struggle to scale.

In this episode we cover one of the foundational reasons why sales reps quit - and no, it doesn't come up in employee feedback surveys. We'll also cover what you can do to identify if you have the problem & fix it.

Discounts is a common practise - that's why we discuss what benefits you can unlock by removing them altogether.

But.. Removing them flat out might be hard. Don't worry, we also cover what you can do instead to gain the same benefits a discount free future offers.

There are 4 things that might already now ruin your plan for next year. Even before you've started planning. We cover the four challenges, and what you can do about it to help land a plan you can deliver on.

It's very compelling to get rid of compensation plans theoretically. There's not a system that can be gamed, and research even show that it might not improve performance - but actually decrease it.

That's why we cover why you can't get rid of compensation plans, what challenges you'll face and how to avoid common pitfalls if you're building compensation plans for the first time.

Whether you already have RevOps or just thinking about it, you might want to put on your headphones and listen in.

We discuss why most b2b SaaS companies have or will have revenue operations by 2025. We get into how the team evolves with the business, how you can get more value from RevOps and succeed.

Did you know that 10x7 is not 70? It’s 100 - because of compounding interest. Rather than going for radical improvements or big projects, consider improving in increments across your funnel. This will reduce risk and your CFO will love you for it.

What’s the methodology we used to hit 12 quarters in a row? A loooot of hard work. We discussed how to set the right targets & plan, how to ensure relentless focus on execution and how that led to what we called ‘predictable revenue’.

You can spend time creating the perfect and most accurate sales forecast, but what value is it really creating? Will you close more deals? Generate higher deal sizes? Not really.

You can only forecast accurately as far into the future as your sales cycle. Also, if it's being done to know whether people get commission, you're not creating actual value to the business.

What should you do instead? We're not gonna tell you in the description (sorry).... but listen in and get some very concrete examples and tips that create value for the business.

Whether the crisis is caused by the business itself or external factors - a crisis (depending on severity) can present some significant career opportunities. If you're in a squeeze where it's staying on a burning platform or jump into the water, the question becomes: Do you stay or leave the business? There are pros and cons of both options, and that's what we cover in this episode.