The Revenue Formula

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

Whether you're a new CRO, VP of Marketing, or RevOps, if you want to earn your title, you'll want to onboard quickly and drive results early. But that's usually easier said than done.In this episode, we give you 3 things you should do when starting a new organization to bring value from day 1.(00:00) - Introduction (01:09) - How to onboard yourself (03:16) - Importance of Pre-Start Research (04:55) - Triaging the Organization (11:05) - Quick Wins and Early Impact (18:28) - Building Relationships with the Team (25:28) - Understanding Goals and Expectations (28:51) - Conclusion and Final Thoughts

Yes. Tenure for tech is relatively bad when comparing to other industries. But is that a problem? And if so, how do we fix it? This and more we get into in todays episode(00:00) - Introduction (02:41) - After 3 years, half your team has moved one (07:02) - Boomers, millenials and different tenures (12:18) - The problem short tenure creates (13:10) - Employee Acquisition Costs (14:23) - The Hidden Costs of Recruitment (15:42) - Onboarding and Ramp-Up Time (17:53) - The Importance of Employee Tenure (20:43) - Strategies to Increase Employee Retention (23:14) - Analyzing Employee Churn ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

What does it take to build a succesful salesteam? And what does it take to replicate it? That's what we talk with Collin Cadmus about.(00:00) - Introduction (04:08) - Sales Success and Product Quality (09:28) - Identifying a Great Product (14:54) - Building a Strong Sales Team (20:55) - Replicating Successful Sales Teams (21:36) - Setting Attainable Quotas (22:12) - Incentivizing High Performance (23:39) - Scaling Sales Teams Efficiently (32:39) - Aligning Strategy with CFOs and Investors (42:02) - Adapting to Market Conditions ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

When folks run outbound, they eventually also run inbound. But should those motions really be separate? What would happen if they were merged? And what problems would it resolve?This and more we discuss in todays episode(00:00) - Introduction (00:42) - Hunting Challenges and Reflections (02:43) - Transition to Business Discussion (02:59) - Outbound vs Inbound Marketing Debate (03:42) - Month-End Process and Opportunity Review (04:47) - Challenges in Marketing and Sales Collaboration (06:12) - Revenue Attribution and Commission Issues (10:16) - Strategies for Demand Generation (10:56) - Combining Inbound and Outbound Efforts (19:41) - Lead Scoring and SDR Integration (26:22) - Final Thoughts and Conclusion ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

That's not the number I have. How did you calculate it? What field did you use!!?. Data promises amazing insights and great decision making.But more often than not, we tend to not trust the data. That's why we talk about data trust with Lindsay.(00:00) - Introduction (02:24) - Data Trust Issues (03:56) - Common Data Quality Problems (11:27) - Impact of Data Issues on Business (14:57) - Manual Data Correction Challenges (19:46) - Analyzing Opportunity Age in Salesforce (21:10) - Handling Imperfections in Data (22:32) - Outlier Management with Advanced Technology (25:10) - Building Trust in Forecast Numbers (27:45) - Creating a Common Language Across Departments (38:51) - Eliminating Friction in Go-to-Market Teams (41:44) - The Future of Data Trust and Technology ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

Yes, customer success should be a profit center. But for many companies, it's just not.In this episode, we discuss why that's the case - and why it's not just a quick fix. We do share some tips to make it a profit center though.(00:00) - Introduction (03:01) - Challenges in Customer Success (05:18) - The Reality of Upselling (08:22) - Cultural Differences in Sales (11:37) - Strategies for Effective Upselling (14:37) - Do you have GTM fit? (24:13) - Real examples ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: revenueletter.substack.com 📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

The fastest growing companies use growth models. You probably already have one - but is it fully built out? Does it really work?In this episode, we talk with Anthony who's build quite a few.(00:00) - Introduction (02:43) - Diving into Growth Modeling (11:39) - Challenges and Pitfalls in Growth Modeling (16:08) - Understanding Pipeline Needs (17:35) - Challenges in Planning and Execution (19:49) - Involving the Right People in Growth Planning (23:49) - Building a Comprehensive Growth Model (27:01) - From Planning to Execution: OKRs and KPIs (28:56) - Real-World Growth Model Case Studies (39:41) - Final Thoughts and Takeaways ***Connect with us🔔 LinkedIn: Toni / Mikkel✉️ Newsletter: https://www.revletter.io/📺 Watch: https://www.youtube.com/@growblocks💬 Contact: podcast@growblocks.com

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

Will AI replace your sales team? Can it? Should it? What is AI even? This and much more, we talk with Kyle Coleman about.He's CMO at copy.ai, so he knows a thing or two about AI.(00:00) - Introduction (02:38) - AI in Sales: Initial Thoughts (03:26) - What's AI changing right now? (04:30) - Challenges with AI SDRs (07:24) - Future of AI in Sales (14:07) - Account strategy plans with AI (17:34) - Systematic Sales Process (24:20) - Maximizing Sales Efficiency with AI (24:59) - Getting Started with AI in Sales (25:44) - Crafting Effective Emails with AI (28:11) - Leveraging AI for Account Executives (31:32) - AI in Customer Success (36:09) - Pitfalls (40:11) - The Role of Revenue Operations in AI Adoption (42:12) - "This AI thing is not for me" *** 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

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

The majority of revenue comes after the initial sales. A 5% lift in retention can lead to a 20-95% increase in revenue. But most companies neglect the customer side - so we need a new playbook.That's exactly what we talked about with Sid Kumar, VP of GTM Strategy & Planning at Databricks. (00:00) - Introduction (02:23) - Meet Sid (03:05) - The Need for a New Go-to-Market Playbook (03:17) - Defining a Connected Go-to-Market Strategy (04:52) - Challenges in Customer Journey Mapping (06:02) - Practical Steps for Creating a Unified Customer Journey (12:28) - The Importance of Keeping It Simple (16:48) - Adapting Go-to-Market Strategies for Different Segments (17:34) - Diagnosing Revenue Leakage and Efficiency (24:20) - Entering New Markets: Challenges and Missteps (24:57) - Unpacking the New Playbook: Customer First Approach (25:24) - Reframing Marketing and Sales Alignment (27:14) - The Role of Customer Success in Go-To-Market Strategy (30:50) - Breaking Down Organizational Silos (38:42) - The Evolving Role of Revenue Operations (42:30) - Always Planning: Adapting to Market Changes (45:49) - Conclusion and Final Thoughts SourcesWinning by Design, CS as a profit centerHubspot & Pavilion RevOps survey*** 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

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

Are you "on the bench" looking for a new job in b2b SaaS?. Not sure how to know if the next place is a fit for you?We share a few things to ask, analyze and get in the process.(00:00) - Introduction (01:02) - Navigating the Job Market (02:29) - People on the bench (06:26) - The first thing to think about (09:02) - Pressure test the stats (12:36) - Employer-Employee Fit (16:05) - When is an impact expected? (19:13) - Replacement hire? (21:34) - Runway (24:13) - Exit Package (28:22) - Equity ***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.

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.