The Revenue Formula

Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how teams operate.With Kyle Poyar, we discuss new pricing models focused on outcomes and units of work - and what ramifications they come with.(00:00) - Introduction (03:19) - The Evolution of SaaS Pricing (06:04) - How AI is changing pricing (09:31) - Challenges and Strategies in AI Pricing (27:01) - Challenges for incumbents (36:31) - It comes down to the CEO (40:24) - Hybrid pricing (42:18) - 2025 Predictions Check out Kyle's article on the new pricing models here.This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform.Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!Never miss a new episode, join our newsletter on revenueformula.substack.com

What's a great ARR per FTE, and is it even realistic to get to $1M? And if you could, why should you?This and more we discuss in todays episode.(00:00) - Introduction (02:32) - Why $1 million, like really? (06:46) - The Mindset Shift (13:00) - What can we automate first? (18:31) - Average quality of talent (25:48) - Investing in Assets for Growth This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on https://revenueformula.substack.com

2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we see more efficiency? Growth? How will AI transform teams? And much much more.(00:00) - Introduction (03:17) - Has anything changed? (05:03) - Understanding the Core Problems (07:06) - The C suite (12:03) - Wrong KPIs (14:40) - No, we aren't more efficient (19:00) - AI and Market Efficiency (22:03) - Building Customer-Centric Software (24:12) - The Real Cost of Software and Market Growth (24:52) - Predictions for Marketing Teams (27:03) - Challenges in AI Adoption (29:24) - Data's Role in AI and Marketing (30:37) - Future Trends and Predictions (34:40) - The Art and Science of Go-to-Market Strategy (35:56) - RevOps and Go-to-Market Operations (37:48) - Customer Success and Account Management (40:51) - Key Ingredients for Success in 2025 This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

There's been a bunch of change happening lately. And a lot of excuses to. It's time to accept the changes and adapt to (finally) start growing again.(00:00) - Introduction (05:47) - Growth and Market Dynamics (10:59) - So what exactly has changed? (11:23) - Changes in Buyer Behavior (11:48) - The Rise of Buying Committees (14:09) - Focus on Cost Reduction (16:13) - The AI Buyer Emerges (16:42) - AI's Rapid Improvement and Cost Efficiency (19:39) - AI's Market Impact and Investment (23:40) - Outcome-Based Pricing Models (29:11) - The Future of AI in Business This episode is brought to you by Fullcast - the only AI-powered platform that streamlines your entire sales lifecycle—from plan to pay. Loved by companies like Own, Degreed, Zones, Collibra, and more.Never miss a new episode, join our newsletter on revenueformula.substack.com

Will the funding market screw you, or accelerate your plans? In this episode, we talk with Peter Walker about funding and why it matters to GTM teams.(00:00) - Introduction (03:04) - What commercial teams need to know (05:44) - What does the market look like right now (07:19) - Are IPOs still backed up? (09:24) - Political landscape (12:29) - Two paths during a downturn (17:17) - Time Between Funding Rounds (20:28) - The AI Hype Cycle (27:31) - Startup Shutdowns (30:54) - Down Rounds and Their Impact (33:14) - Predictions for 2025 This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform. Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners!Never miss a new episode, join our newsletter on revenueformula.substack.com

If you're the first to exploit a new opportunity, your advantage will only get bigger over time. So, is there an exploit you can take advantage of? Find out in the episode.(00:00) - Introduction (03:06) - Understanding Zero Day Exploits (05:36) - E-commerce Evolution and SEO (12:31) - The Rise of SaaS (19:07) - AI in Go-to-Market Strategies (29:39) - Encouraging AI Experimentation (31:42) - Conclusion and Call to Action This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely true.In today's episode, we discuss how AI is disrupting the entire GTM at the moment - and we discuss it with Jacco van der Kooij.(00:00) - Introduction (04:24) - How AI is transforming GTM (15:01) - AI: Volume, cost and... what's the last one? (20:43) - Beyond talking leaflets (26:04) - Agentic World and AI Sub-Agents (30:13) - The First Mover Advantage (35:09) - From shovel to excavator (39:53) - The Three Storms (45:16) - The Rise of Vertical SaaS (53:11) - AI's Exponential Growth and Future Impact References"In 2025, AI won’t just assist salespeople – it will replace them.", Winning by Design"Why and how AI is going to replace sales" (video), Jacco van der KooijAI share of search, Rand FishkinThis episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

There's an unfair advantage some startups and companies have. It's a competitive advantage that can't be copied. And it's on you should build as early as possible - a founder brand.In todays episode, we talk about our experience with building a founder brand, what we've learned from others and much much more.(00:00) - Introduction (01:47) - Building a Founder Brand (07:27) - You need this (08:45) - Blank page problem (11:11) - The Importance of Consistency (15:28) - Distribution and Trust (17:04) - The reason LinkedIn is interesting (19:33) - The other option (25:27) - What will you talk about This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn.Laura shares her playbook, giving you practical tips to get going and much more.(00:00) - Introduction (01:27) - Welcome (02:53) - Challenges of Traditional Outbound Sales (05:07) - The Shift to Social Selling (05:57) - "You're not Gartner" (10:40) - How much pipeline? And how do you calculate it? (16:57) - Building a Social Selling Playbook (20:32) - Getting founder support (23:19) - Who to get on the team (24:42) - How do we get started (26:39) - Figure out the who and the what (28:41) - Forget the POV (31:54) - And now, book a demo! (37:06) - But that deal is mine.. (41:25) - Laura's secret tricks (45:54) - Concluding Thoughts and Final Tips This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Carta. HubSpot. Brandwatch. Rippling. These companies, and many others, offer services (even though VCs don't like it). It's not about creating a services business, it's about using it to acquire, retain and grow customers. Here's what we get into:(00:00) - Introduction (03:08) - Why services aren't attractive (04:54) - And why services are awesome (11:46) - Services as an acquisition channel (12:25) - First example: Carta (16:34) - 2nd: Rippling (21:24) - HubSpot's Onboarding This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Everyone talks openly about raising a new round or closing a massive deal. But churn, crickets. Except for one guy, Adam Robinson.And he shares not only his churn problem, but how he solved it, how he's building a solid awareness engine and, how he built Rb2b.(00:00) - Introduction (07:02) - October 2022, the first LinkedIn post (08:53) - Finding his voice (11:15) - The first viral post (13:51) - No product was decided yet (16:05) - The product was not exciting... (17:59) - 3 weeks after launch (22:58) - The Impact of Transparency on Business (23:49) - Churn: The thing people won't talk about (when it's bad) (27:23) - Churn spiked to 15% (29:49) - A few realizations (36:37) - The strange issue (45:05) - Confrontational Marketing (48:10) - Final Thoughts and Farewell This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Outbound is being declared dead every week. AI is ruining outbound. Every business struggle to get it to work. But, we managed to get it working (again).In today's episode, we share the new playbook for outbound we used to book 500 meetings in just a few months, with 3 SDRs.(00:00) - Introduction (03:38) - Where outbound started (06:18) - AI SDRs (09:29) - Text is dead (11:22) - A different outreach (15:06) - The one that worked (16:45) - This won't scale (20:00) - LinkedIn and Email Outreach (22:11) - AI Integration in Outreach (25:00) - Account Selection and Targeting (30:12) - True sales and marketing collaboration Never miss a new episode, join our newsletter on revenueformula.substack.com

Kyle is back on the show - this time we grill him on category creation, and finding a problem to market instead.He should know, he saw a category and problem get created at Clari, and is running the playbook again at Copy.ai.(00:00) - Introduction (02:45) - The TLDR of Kyle's presentation at Exit5 (03:27) - Are you differentiated? (06:44) - How are you going to get the sale funded? (09:42) - The stupid & simple questions to ask (15:30) - Practical Implementation and Results (18:55) - Am I the GTM bloat?? (23:18) - The Copy AI Pitch (25:03) - Creating a Category Narrative (26:23) - The Lightning Strike (27:42) - Focusing on the Problem vs. Category (30:24) - What changes in the day to day? (32:33) - Lessons Learned at Clari (38:59) - Connecting Positioning to Demand Generation (43:01) - The AI Tailwinds Sources & mentionsBrendan Huffords TL;DR of Kyle's presentationPlay bigger, Christopher Lochhead & the category piratesDrive by ExitFiveCheck the framework hereNever miss a new episode, join our newsletter on revenueformula.substack.com

Here's two guys without a job doling out their top 3 career hacks. Don't worry, they had jobs when they used the hacks - and some of them they just observed.But they had one thing in common: They worked. Give it a listen and use it to guide your teams or your own career trajectory.(00:00) - Introduction (03:52) - 1: Chaos is a ladder (10:47) - 2: He who controls the spice controls the universe (11:39) - Own a number (14:52) - Efficiency is a Superpower (16:09) - If you can't own a number now, own this (17:25) - Challenges and Strategies in RevOps (20:50) - 3: Last person standing Never miss a new episode, join our newsletter on revenueformula.substack.com

Do you need an AI strategy? Do AI SDRs work? And if they don’t, what does?This and more we talk about with Andy Mowat(00:00) - Introduction (05:47) - RevOps vs GTM Ops and retitling (11:10) - AI Usecases in the GTM (12:18) - The main sales usecase (14:15) - AI SDRs: Efficiency vs. Conversion (19:02) - AI that actually works in sales (23:06) - AI and data (26:08) - Generative AI and Data Normalization (30:05) - Future of AI in Business Never miss a new episode, join our newsletter on revenueformula.substack.com

Growblocks is done, but we're continuing the podcast - so we thought we'd share some of the things we've learned along the way in this episode.(00:00) - Introduction (02:43) - Growblocks shutting down (03:36) - Why it didn't work (04:36) - The people we were selling to (07:56) - Internal Selling and Champion Challenges (13:16) - Category Creation and Market Positioning (15:50) - Impact of SaaS and AI on the Market (19:55) - Consulting vs. Product Focus (22:48) - Building Trust Through Branding (26:24) - Effective Outbound Strategies (28:29) - Future Plans and Show Continuation Never miss a new episode, join our newsletter on revenueformula.substack.com

Need to be more efficient in your GTM? Then it's time to get serious about your burn rate.In this episode, Mikkel and Toni break down some tactics you can start now to get your finances in line.(00:00) - Introduction (02:42) - Reducing Burn (09:02) - Mastering Payment Terms for Cashflow (12:07) - Strategic Pay Raises and Salary Bands (14:32) - Effective Use of SPIFFs (16:31) - Navigating Budget Challenges in Recruitment (18:47) - Optimizing Sales Commissions and Performance (23:12) - Balancing Owned, Earned, and Paid Marketing Channels (27:28) - Reevaluating Tool Investments for Cost Efficiency ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Between bad leaver clauses, dilution and liquidation preferences, we're willing to bet most folks out there don't understand their warrants. And who can blame them?In this episode, we break down the complexities of warrants in compensation packages and answer the question: Are they worth it? Or are they just a scam?(00:00) - Introduction (02:13) - Understanding Warrants: A Potential Scam? (04:22) - Warrants as Compensation: Myths and Realities (12:33) - The Complexities of Dilution and Liquidation Preference (20:14) - Negotiation Strategies and Secondary Markets (24:56) - Conclusion and Final Thoughts ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

What if we told you there are 7 simple mistakes companies make over and over again?From the misalignment between sales and marketing to the mishandling of inbound leads, Eddie Reynolds joins us to shed light on why these mistakes happen, and how to avoid them.(00:00) - Introduction (04:16) - Transition to SaaS Companies Discussion (05:10) - The Importance of a True Revenue Leader (06:56) - Challenges in Marketing and Sales Alignment (16:43) - Inbound Lead Routing Issues (23:35) - Inbound vs Outbound Pipeline Expectations (24:06) - Challenges with Quota Attainment (24:15) - The Role of CFOs in Sales Planning (24:36) - Understanding CFOs' Go-to-Market Knowledge (25:13) - Importance of Accurate Sales Forecasting (32:20) - Outbound Sales Strategies and Challenges (37:14) - Aligning Inbound and Outbound Efforts (39:55) - Navigating Dirty Data in Sales ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Do you recognize this in yourself or someone else: You're working hard. More than what's required. You're rxtremely busy, but at the end of the week, you're just not sure what you actually got done.Yes, that really hurts. And eventually, you'll burn out. The solution? Getting productive as F...(00:00) - Introduction (02:29) - Stress, burnout and productivity (08:06) - Keeping an inventory (08:26) - Waiting for list (10:54) - Fixing sleep with a list (12:00) - A not to do list & the endless backlog (14:47) - Weekly updates (17:58) - Context Switching (22:42) - Interruption (25:52) - Take control of your calendar ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com