The Revenue Formula

We had to record this unusual episode. In what feels like a single day, a year's worth of drama has unfolded in software.

It almost seems like John Oliver would talk about it. But since he's busy, we decided to do an episode for him on 11x and the chaos that's emerging.

• (00:00) - Introduction
• (02:03) - Deel, Rippling and the spy
• (05:35) - 11x
• (08:13) - TechCrunch acquired
• (09:33) - Fake Customers Controversy
• (13:54) - Insane Churn Rates
• (19:38) - Investor lawsuit? nope
• (23:11) - Employees. Not happy.
• (29:23) - Product Performance and Market Fit
• (34:25) - Future Prospects and Challenges

Getting AEs to self-prospect is fun: AEs will complain, procrastinate, and straight up not do it.

In todays episode, we share some simple tricks to get account executives excited and motivated to self prospect (hint: it's about $).

• (00:00) - Introduction
• (03:12) - AI in Sales and Self Prospecting
• (05:41) - Challenges of Self Prospecting
• (07:57) - Incentives for Self Prospecting
• (11:43) - Pipeline Generation and Commission Strategies
• (16:53) - Navigating AE and SDR Roles
• (17:43) - Impact of Self-Prospecting on Performance
• (18:50) - Incentivizing Prospecting Targets
• (23:01) - Team-Based Incentives and Collaboration
• (26:33) - Testing and Adjusting Incentives
• (28:34) - Simple and Effective Incentive Ideas
• (29:52) - Visual and Tangible Incentives
• (31:42) - Incentives for High-Value Deals

How to scale past $10M ARR. GTM Engineering. How AI is changing the game and much much more.

We got Maja Voje, also known as the GTM Strategist, to join us and share her thoughts on this and more.

• (00:00) - Introduction
• (02:34) - Challenges in Scaling Beyond 10 Million
• (03:30) - Inbound Marketing Struggles
• (04:50) - Outbound and ABM Strategies
• (07:05) - AI SDRs and Personalized Outreach
• (11:52) - Navigating LinkedIn's Compliance Issues
• (13:53) - Humanization vs. Automation in GTM
• (19:21) - Adapting to AI in Product Market Fit
• (21:54) - Revisiting Messaging and Pricing Strategies
• (25:38) - Outcome-Based Pay in the Workforce
• (26:33) - Understanding Value Metrics
• (27:55) - Pricing Experiments and Strategies
• (36:49) - Adopting AI in the Workforce

Usually, we share advanced analysis to run, cases of amazing tech companies, or something else.

Today, we're talking about an energy drink. Stay with us because this potent drink can teach tech a lot about advertising.

• (00:00) - Introduction
• (02:26) - Energy Boosts and Red Bull
• (14:29) - Red Bull's Media Empire
• (17:34) - Examples of Media and Community Acquisitions
• (19:15) - Red Bull's Endless Content Stream
• (24:20) - Red Bull's Stratosphere Jump
• (26:21) - Outrageous Marketing Stunts
• (29:00) - Local and Grassroots Marketing Efforts
• (31:57) - Takeaways for Software Companies
• (32:21) - Creative Marketing Examples in Software

If there's something we all love, it's to root for david beating goliath.

And right now, there's a small team doing just that. Pylon, led by Marty Kausas, is going head to head with Zendesk.

Naturally, we asked Marty to share their playbook.

• (00:00) - Introduction
• (01:17) - The Motivation Behind Building Pylon
• (01:52) - The Journey to Becoming A-List
• (02:19) - Board Games and Strategic Thinking
• (04:16) - Targeting a Massive Market
• (09:46) - Building the First Product
• (11:42) - Competing with Giants
• (18:59) - Product Development and Marketing Strategies
• (26:35) - Embracing a Heavy Debate Culture
• (29:24) - Leveraging LinkedIn for Business Growth
• (38:22) - Scaling Sales and Hiring Strategies
• (42:31) - Navigating AI in Customer Support
• (47:59) - Reflecting on Business Learnings and Future Plans