The Revenue Formula

By Growblocks

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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.

Episode Date
Exposed from S-1s: How unicorns create hypergrowth

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

Mar 21, 2023
Agile Go-To-Market

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

Mar 14, 2023
Hacking NRR: The Path to +120% NRR

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

Mar 07, 2023
Private Equity: Good vs Great GTM Execution

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.

Feb 28, 2023
How $100M companies hit revenue target

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

Feb 21, 2023
What you don't know but your competitors do

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.

Feb 14, 2023
Special EP: The untold story

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.

Feb 08, 2023
Run your GTM like a relay race

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. 

Jan 31, 2023
5 left field growth plays in a downturn

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. 

Jan 24, 2023
0 Friction, 0 Risk

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.

Jan 17, 2023
5 efficiency plays you haven't thought of

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. 

Jan 10, 2023
4 Go-to-market challenges

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.

Jan 03, 2023
All big decisions need this

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?".

Dec 20, 2022
Sales capacity models are broken

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.

Dec 13, 2022
Are you building an unachievable plan?

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

Dec 06, 2022
Make this analysis for 2023

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.

Nov 29, 2022
No one makes this plan

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.

Nov 22, 2022
All models are broken (but some are useful)

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.

Nov 15, 2022
No one needs perfect data

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.

Nov 08, 2022
Not all things are repeatable

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.

Nov 02, 2022
How to miss a quarter

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.

Oct 25, 2022
The real reason salesreps quit

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.

Oct 18, 2022
The secret benefits of removing discounts

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.

Oct 11, 2022
Why 95% already messed up next year

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.

Oct 04, 2022
Why you can't get rid of comp plans

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.

Sep 27, 2022
Why 75% of scale-ups will have RevOps

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.

Sep 20, 2022
The 10% rule to double revenue

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.

Sep 13, 2022
How we hit 12 quarters in a row

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’.

Sep 06, 2022
Stop obsessing over forecasts

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.

Aug 30, 2022
Never waste a good crisis

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.

Aug 23, 2022
Setting ambitious targets you can hit
Can you clearly explain to your team how you can hit your target? If not, then you might want to listen to this episode. We discuss how to balance targets that are realistic and ambitious. We'll also cover how to close the gaps, what you can do to shift the conversation and ensure you have what's needed to hit.
Aug 16, 2022
Our favorite growth hack: QBRs
The growth hack no one talks about: Quarterly business reviews. Want to know why building a habit around business reviews will help you grow? Then this is an episode to listen to. We cover why they make you better, and how to run the first successful QBRs.
Aug 11, 2022
Outbound is dead, long live outbound
Outbound as we know it will never be the same. For buyers, a lot of tools have surfaced to help protect them from outbound reps. But the reps also get access to tools helping them play offense. In this episode, we talk about what's changed, why outbound is relevant and how it can be used today.
Aug 11, 2022
How to get better: Giving & receiving feedback
What on earth does feedback have to do with growing revenue? A lot - and in this episode we share some approaches to feedback we've taken - and how they help you get better as a team or as an individual. Also while we have your attention, please provide feedback on this episode by dropping a note to
Aug 11, 2022
Adding enterprise sales as a new motion
Thinking about adding enterprise sales as a new motion? Everyone wants that too, but there are some pitfalls - thankfully we discuss them in this episode. We cover when it makes sense, what you'll need in place and what will change (RFPs ring a bell?)
Aug 11, 2022
Putting revenue back into RevOps
Why does RevOps exist, and how do they switch from busy work to business impact? In this episode we cover the evolution of RevOps and why they’re critical for the GTM teams. As a team, RevOps must focus on revenue by creating shared funnel metrics and running quarterly business reviews with the revenue driving teams. At the same time we cover the questions RevOps needs to be able to answer.
Aug 11, 2022
The 1 thing to scale
In this episode we talk about the unicorn path. You’ll need to find your way to the first $1M ARR. Whatever path you take, you need to make sure it’s repeatable. We’ve got a suggestion, consider two things: 1) The playing field - what are your options to reach your audience, and 2) the ceiling - how much scale is there, how repeatable is it? If you search for a direction, we discuss the common issues that’ll hold you back: Bias, measurability and mindset. PS: You’ll need to be patient and persistent.
Aug 11, 2022
Introducing The Revenue Formula
New show coming soon: The Revenue Formula. Get a feel for the subjects and format with this 2 min trailer.
Aug 09, 2022