The Revenue Formula | Podcast Guru

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Episodes

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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.

Recent Episodes

SEP 28, 2023

Do this to lift sales performance (with Chris Orlob, CEO at pclub.io)

What can you really do to lift the performance of your sales team?

That's exactly what we discussed with Chris Orlob, who was part of taking Gong from $200K to $200M in ARR.

In the episode, we get into:

(00:00) - Introduction
(02:44) - Why quota attainment is down
(06:06) - Why sales takes longer today
(08:32) - How do you solve the problem?
(10:48) - What does good look like?
(12:56) - Discovery: Understanding the need behind the need
(17:48) - Mutual action plan
(20:00) - Understanding intent
(25:37) - Dealing with finance and other stakholders
(30:39) - Making the case
(34:53) - Quota - raise or decrease?
(39:23) - Q5 deals

References:
Matt Green on quota attainment
Jacco van der Kooij on Solving underperformance
And of course pclub.io

42 MIN

SEP 26, 2023

The Biggest blindspot of revenue operators

There's a big blindspot in commercial teams. And it'll limit your ability to grow - it's your product.

Here's what we got into 👇

(00:00) - Introduction
(01:08) - Product market fit
(05:19) - The blind spot
(07:59) - Why it matters
(09:38) - The first question: Do I have product market fit?
(15:01) - Talking with authority
(16:38) - Product limited
(19:04) - When PMF is moving
(23:27) - Changing your own perception
(25:32) - Look with innocent eyes

28 MIN

SEP 21, 2023

Strategic Execution with RevOps (With Shantanu Shekhar, Sr Director GTM Ops @ Gong)

While many wants to be strategic... the first step is understanding how to take a strategy to plan to execution.

That's exactly what we discussed with Shantanu, Senior Director of GTM Operations at Gong.

(00:00) - Introduction
(01:35) - The path to RevOps
(06:55) - The Role of RevOps
(10:05) - Common misconceptions of RevOps
(13:06) - What does strategy really mean for RevOps?
(16:46) - Strategy in practise
(22:54) - First principles
(28:22) - Proactive vs Reactive
(31:21) - Compartmentalization
(36:18) - Practical advise to get strategic

38 MIN

SEP 19, 2023

Where hypergrowth comes from

Hypergrowth is fascinating - but where does it come from?

Hint: It's not sales, and it's not marketing. Find out in this episode.

(00:00) - Introduction
(02:08) - Where does hypergrowth come from?
(05:37) - The forgotten child of GTM
(09:10) - When is it time to focus on customer experience?
(12:02) - Who's enabling CS?
(14:00) - Where's the most expensive headcount?
(17:24) - Reporting depth: Renewed or churned
(20:11) - What kind of software?
(21:17) - Bound by margin
(24:48) - What about the price?
(28:06) - Can we have some marketing?

31 MIN

SEP 14, 2023

Strategic Revenue Operations (With Mallory Lee, VP Operations at Nylas)

What does strategic RevOps look like, and how do you manage revenue production from RevOps?

That’s exactly what we discussed with Mallory Lee, VP Operations at Nylas.

(00:00) - Introduction
(01:09) - Meet Mallory
(02:48) - The difference between RevOps and unified RevOps
(07:34) - Being a Strategic RevOps professional
(11:32) - Weekly forecast meetings
(15:39) - One KPI
(21:34) - How do you get time to be strategic?
(24:40) - Priorities, problems & solutions
(27:44) - Pipeline council
(34:31) - How to become proactive
(38:09) - You can be the first person

41 MIN