- Видео 250
- Просмотров 41 849
The Revenue Formula
Дания
Добавлен 17 авг 2022
A podcast about scaling tech startups.
Hosted by Toni Hohlbein & Mikkel Plaehn, together we look at the full funnel.
With a combined 20 years of experience in B2B SaaS and 3 exits, we discuss growing pains, challenges and opportunities we've faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast.
Hosted by Toni Hohlbein & Mikkel Plaehn, together we look at the full funnel.
With a combined 20 years of experience in B2B SaaS and 3 exits, we discuss growing pains, challenges and opportunities we've faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast.
Your guide to go-to-market trends in 2025
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 capacit...
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 capacit...
Просмотров: 31
Видео
From seats to outcomes: How AI is changing pricing (with Kyle Poyar)
Просмотров 6414 часов назад
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 Cha...
$1M ARR Per FTE: How to improve ARR/FTE
Просмотров 4119 часов назад
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 Sal...
The 2025 GTM trends you can't miss (with Chris Walker)
Просмотров 207День назад
2025 is around the corner - and we asked @ChrisWalker171 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-Ce...
This is why your growth isn't picking up
Просмотров 8314 дней назад
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 Co...
The state of venture capital (with Peter Walker)
Просмотров 15414 дней назад
Will the funding market screw you, or accelerate your plans? In this episode, we talk with Peter Walker about funding and why it matters to GTM teams. 00:00 Introduction 03:04 What commercial teams need to know 05:44 What does the market look like right now 07:19 Are IPOs still backed up? 09:24 Political landscape 12:29 Two paths during a downturn 17:17 Time Between Funding Rounds 20:28 The AI ...
Take advantage of this zero day exploit now
Просмотров 8921 день назад
If you're the first to exploit a new opportunity, your advantage will only get bigger over time. So, is there an exploit you can take advantage of? Find out in the episode. 00:00 Introduction 03:06 Understanding Zero Day Exploits 05:36 E-commerce Evolution and SEO 12:31 The Rise of SaaS 19:07 AI in Go-to-Market Strategies 29:39 Encouraging AI Experimentation 31:42 Conclusion and Call to Action ...
Why 70% of Sales Jobs Might Disappear (with Jacco van der Kooij)
Просмотров 55121 день назад
Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely true. In today's episode, we discuss how AI is disrupting the entire GTM at the moment - and we discuss it with Jacco van der Kooij. 00:00 Introduction 04:24 How AI is transforming GTM 15:01 AI: Volume, cost and... what's the last one? 20:43 Beyond talking leaflets 26:04 Agentic World and...
The unfair advantage: Why every founder needs a brand
Просмотров 9828 дней назад
There's an unfair advantage some startups and companies have. It's a competitive advantage that can't be copied. And it's on you should build as early as possible - a founder brand. In todays episode, we talk about our experience with building a founder brand, what we've learned from others and much much more. 00:00 Introduction 01:47 Building a Founder Brand 07:27 You need this 08:45 Blank pag...
How This AE Built a $1M Pipeline Through LinkedIn (With Laura Erdem)
Просмотров 260Месяц назад
We've found a salesperson who's successfully sourcing 30% of her pipeline herself. How? Using LinkedIn. Laura shares her playbook, giving you practical tips to get going and much more. 00:00 Introduction 01:27 Welcome 02:53 Challenges of Traditional Outbound Sales 05:07 The Shift to Social Selling 05:57 "You're not Gartner" 10:40 How much pipeline? And how do you calculate it? 16:57 Building a ...
VCs hate services - here’s why SaaS shouldn't
Просмотров 107Месяц назад
Carta. HubSpot. Brandwatch. Rippling. These companies, and many others, offer services (even though VCs don't like it). It's not about creating a services business, it's about using it to acquire, retain and grow customers. Here's what we get into: 00:00 Introduction 03:08 Why services aren't attractive 04:54 And why services are awesome 11:46 Services as an acquisition channel 12:25 First exam...
This founder shares his churn problem
Просмотров 222Месяц назад
Everyone talks openly about raising a new round or closing a massive deal. But churn, crickets. Except for one guy, Adam Robinson. And he shares not only his churn problem, but how he solved it, how he's building a solid awareness engine and, how he built Rb2b. 00:00 Introduction 07:02 October 2022, the first LinkedIn post 08:53 Finding his voice 11:15 The first viral post 13:51 No product was ...
The new outbound playbook we used to book 500 meetings
Просмотров 77Месяц назад
Outbound is being declared dead every week. AI is ruining outbound. Every business struggle to get it to work. But, we managed to get it working (again). In today's episode, we share the new playbook for outbound we used to book 500 meetings in just a few months, with 3 SDRs. 00:00 Introduction 03:38 Where outbound started 06:18 AI SDRs 09:29 Text is dead 11:22 A different outreach 15:06 The on...
Don't create a category, do this instead (with Kyle Coleman)
Просмотров 174Месяц назад
Kyle is back on the show - this time we grill him on category creation, and finding a problem to market instead. He should know, he saw a category and problem get created at Clari, and is running the playbook again at Copy.ai. 00:00 Introduction 02:45 The TLDR of Kyle's presentation at Exit5 03:27 Are you differentiated? 06:44 How are you going to get the sale funded? 09:42 The stupid & simple ...
3 Career Hacks You Should Know About
Просмотров 121Месяц назад
Here's two guys without a job doling out their top 3 career hacks. Don't worry, they had jobs when they used the hacks - and some of them they just observed. But they had one thing in common: They worked. Give it a listen and use it to guide your teams or your own career trajectory. 00:00 Introduction 03:52 1: Chaos is a ladder 10:47 2: He who controls the spice controls the universe 11:39 Own ...
AI in Action: GTM use cases that work (with Andy Mowat)
Просмотров 173Месяц назад
AI in Action: GTM use cases that work (with Andy Mowat)
Growblocks is shutting down: here's what we've learned
Просмотров 122Месяц назад
Growblocks is shutting down: here's what we've learned
7 GTM problems everyone has, and how to fix them (with Eddie Reynolds)
Просмотров 822 месяца назад
7 GTM problems everyone has, and how to fix them (with Eddie Reynolds)
To prevent burnout, this could be the answer
Просмотров 262 месяца назад
To prevent burnout, this could be the answer
Starting a new job? Do these 3 things
Просмотров 153 месяца назад
Starting a new job? Do these 3 things
How to build & replicate stellar sales teams (with Collin Cadmus)
Просмотров 1243 месяца назад
How to build & replicate stellar sales teams (with Collin Cadmus)
Is it time to merge inbound and outbound?
Просмотров 323 месяца назад
Is it time to merge inbound and outbound?
Does your data have credibility issues?
Просмотров 453 месяца назад
Does your data have credibility issues?
Customer Success isn't a profit center - here's why
Просмотров 283 месяца назад
Customer Success isn't a profit center - here's why
How to create a growth model for SaaS
Просмотров 1183 месяца назад
How to create a growth model for SaaS
Go-To-Market Inflation and the cost of doing nothing
Просмотров 323 месяца назад
Go-To-Market Inflation and the cost of doing nothing
Here's how AI is changing sales (with Kyle Coleman)
Просмотров 1874 месяца назад
Here's how AI is changing sales (with Kyle Coleman)
Challenger brands: Forcing people to pick a side
Просмотров 204 месяца назад
Challenger brands: Forcing people to pick a side
Love this guys passion
This is an incredible video. Thanks for letting him speak.
Great episode, again! Could you share the framework in the shownotes as mentioned?
Of course, it's actually right here: revenueformula.substack.com/p/dont-create-a-category-do-this-instead
Awesome content, a fan of this podcast! Struggling with the same data situation in our company. Really helpful the tips and conversarion
So insightful! Thanks so much for this great episode 🔥
Great insights!
Such a great video. Love the takes Ben. Thank you gentlemen.
really enjoyed this.good job gents. sub!
WTF: 233 videos 260 subscribes
Gents! Listened to the full episode (yes… while moving… on a walk) but beyond “helpful” and supremely practical and real talk. Legit! 🫡
This is so relevant right now and has put an actual finger on comcepts that I was only just starting to hear about! Great interview!
Very impressive depth of knowledge. Loved hearing Shantanu speak on a contemporary subject.. Thanks
Tremendously insightful! Can’t believe I’m here before this channel sky rockets! Keep up the amazing work.
To the moon! We appreciate you :)
What does NPS stand for? Net promoter score?
Nailed it :)
😂 - Definitely NOT offended! 😂
hello boss? are you looking for an editor for your podcasts which can help you grow alot?
First. Btw idk why you dont have a lot of sub your really a good youtuber
ᴘʀᴏᴍᴏsᴍ 🎶
Will this be released as a regular podcast episode outside YT?
Yes! It's going to be officially released in a couple of weeks. The topic was just so good that we wanted to share it early here first 😄