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

To grow faster, talk with this team
MAR 26, 2024
To grow faster, talk with this team

We all want to grow faster, but there's a pretty important team to work with to do that - finance.

We get into how finance looks at the GTM and much much more

  • (00:00) - Introduction
  • (02:32) - Look at the cash being burned
  • (07:26) - Asset or liability
  • (11:29) - What it means for the GTM team
  • (13:32) - Not running out of money
  • (22:43) - What finance looks at
  • (27:08) - What does it mean for growth?

*** 

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: [email protected]

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31 MIN
+$100M & how Outreach got there
MAR 21, 2024
+$100M & how Outreach got there

A pivot. One motion - and relentless focus. That's just some of the ingredients Manny Medina shared on how Outreach grew to $100M and beyond.

In the episode we get into:

  • (00:00) - Introduction
  • (02:13) - Meet Manny
  • (03:45) - Outreach's first motion: Outbound
  • (09:30) - Outbound isn't dead
  • (12:22) - AI changing the outbound game
  • (16:14) - Scaling at 0, $10M and $100M
  • (19:59) - You don't scale to enterprise. You turn into an enterprise machine
  • (22:12) - Narrowing your ICP
  • (23:25) - Kicking in the inbound engine at $50M
  • (26:44) - A competitive category
  • (29:51) - Lessons from Outreach's internationalization strategy
  • (32:20) - Deciding to go multi-product
  • (39:11) - Final advice to get to $100M

*** 

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: [email protected]

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42 MIN
The SaaS Reset and what's next (with Jacco van der Kooij)
MAR 14, 2024
The SaaS Reset and what's next (with Jacco van der Kooij)

SaaS is being completely reset following the era of growth at all costs. But what's happening, how can you adapt and what's to come?

This is exactly what we discuss with Jacco van der Kooij, founder of Winning by Design.

  • (00:00) - Introduction
  • (01:03) - Meet Jacco
  • (05:02) - Pricing is no longer sust nable
  • (07:51) - We're in a moment of change
  • (13:40) - Multiple transformations
  • (17:54) - AI as a disrupting force
  • (20:57) - The people
  • (24:13) - Changing buyer behaviour
  • (29:50) - SaaS is under enormous pressure
  • (32:35) - Who souledn't get scared?
  • (34:29) - What'll happen next?
  • (39:33) - The solution
  • (41:43) - Motions & the SaaS factory
  • (47:35) - There's a lag to metrics
  • (55:34) - Eventually, mature industries lead to factories
  • (01:01:46) - It's not the doom day

Check out his new book: Revenue Architecture.

*** 

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: [email protected]

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63 MIN