The Revenue Formula
The Revenue Formula

The Revenue Formula

Growblocks

Overview
Episodes

Details

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

Do this to lift sales performance (with Chris Orlob, CEO at pclub.io)
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 
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42 MIN
Strategic Execution with RevOps (With Shantanu Shekhar, Sr Director GTM Ops @ Gong)
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
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38 MIN
Strategic Revenue Operations (With Mallory Lee, VP Operations at Nylas)
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
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41 MIN