The Revenue Formula
Toni Hohlbein & Mikkel Plaehn
Recent Episodes
Will growth return? How will AI influence GTM?
There's so many questions as we near the end of 2024. In today's episode, we cover the key trends and predictions for 2025.
- (00:00) - Introduction
- (01:21) - Go-to-Market Trends for 2025
- (02:21) - But first: Will we see more growth next year?
- (04:17) - AI's Impact on Sales and Hiring
- (08:24) - More sales roles
- (12:34) - The rise of AI agencies
- (16:31) - GTM Engineers
- (21:53) - Teams of 20 will beat teams of 200
- (29:03) - Branding in the Age of AI
- (33:44) - Conclusion and New Year Wishes
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
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