The Revenue Formula

The one metric that shouldn't go up and to the right is CAC Payback, and it's doing exactly that.

Rather than trying to fix CAC, there's another solution.

• (00:00) - Introduction
• (02:53) - CAC Payback
• (05:59) - Look beyond CAC:PB
• (09:13) - Drawback of CAC:LTV
• (10:50) - How do you get there?
• (15:00) - The other thing is product
• (19:20) - What have you done for them lately?
• (21:54) - Aligning newbiz and existing biz

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: podcast@growblocks.com

How do you get to this first million in revenue? And what does the journey past 10 look like? That's what Steffen from Synthesia shared with us.

In the episode, we got into:

• (00:00) - Introduction
• (02:28) - Meet Steffen
• (03:47) - The backstory
• (09:58) - The first million (service revenue)
• (14:27) - The first first million (subscriptions)
• (19:11) - Getting to $10M
• (23:21) - Viral loop
• (30:34) - Enterprise early

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: podcast@growblocks.com

It's no longer land and expand - it's land and maintain. But what can you realistically do to fix your NRR?

In this episode, we share 4 practical tips that'll help

• (00:00) - Introduction
• (04:27) - Expansion ladder
• (11:32) - What have you done for them lately?
• (16:38) - Involve the customer
• (20:35) - Take a hit on newbiz MRR
• (27:05) - Tripple down on succesful customers
• (31:17) - Wrapup

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

✉️ Email: podcast@growblocks.com

📺 Watch: https://www.youtube.com/@growblocks 

How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll, that's a surefire way to decrease your overall performance.

So we invited Anthony from Fletch to help fix it - we focused on the difficulties especially surrounding being multi-product or segment.

• (00:00) - Introduction
• (01:33) - Meet Anthony Pierri
• (06:31) - Ugh messaging - why even bother?
• (12:01) - It's not just about outcomes
• (16:24) - Lead with one thing
• (20:59) - The channel changer
• (22:18) - Sell the suite
• (23:43) - What do you want to be known for?
• (27:53) - The problem with being visionary
• (34:42) - How do you get it used?
• (40:15) - Picking the usecase

Whether you're at $2, $10 or $20M ARR - if you want to add outbound as a motion, this episode is for you.

We dive into the sequence here:

• (00:00) - Introduction
• (05:55) - 0-$1M - Founder led
• (09:55) - How to assess it
• (12:29) - $1-2M - The first SDRs
• (20:59) - $2-10M - Many SDRs
• (28:51) - +$10M - The factory

*** 

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

✉️ Email: podcast@growblocks.com

📺 Watch: https://www.youtube.com/@growblocks 

How does a company scale after raising funds? And what changes are necessary to maintain a stellar go-to-market?

That and much more we discussed with Catie Ivey, CRO at Walnut.

• (00:00) - Introduction
• (00:48) - Meet Catie
• (05:05) - The setup
• (10:03) - Finding GTM fit
• (15:38) - Scaling outbound
• (18:07) - The rituals
• (27:43) - The culture of problem solving
• (30:54) - When you don't own marketing
• (33:04) - A different sales process
• (37:31) - Spending resources purposefully

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
Connect with us

🔔 LinkedIn: Toni / Mikkel

✉️ Email: podcast@growblocks.com

📺 Watch: https://www.youtube.com/@growblocks 

There's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove some of your limiting beliefs and let you scale things that you couldn't before.

• (00:00) - Introduction
• (04:27) - It's all focused on output
• (08:01) - Quality increase for SDRs
• (13:37) - Faster ramp
• (20:04) - AEs: Ramp, training & research
• (28:59) - What will happen to marketing?

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
Connect with us

🔔 LinkedIn: Toni / Mikkel

✉️ Email: podcast@growblocks.com

📺 Watch: https://www.youtube.com/@growblocks 

Is your GTM broken? What do you even look for? Why does it matter?

That's just some of the points we cover in this episode. Besides giving you four clear things to look out for - we also share some solutions. The outcome? You should see improved performance & efficiency.

• (00:00) - Introduction
• (03:09) - The stakes
• (08:35) - Disconnected operations
• (10:20) - Reporting isn't aligned
• (15:08) - No shared language
• (22:03) - Disconnected execution
• (33:28) - Wrapup

*** 

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
Connect with us

🔔 LinkedIn: Toni / Mikkel

✉️ Email: podcast@growblocks.com

Is it time to add another GTM? Dave told us before recording "not until after $10M ARR". So of course, we discussed that and much more.

We went through the process of establishing different Go-To-Market (GTM) strategies - including the importance of testing and tailoring strategies to match audience behavior, considerations when transitioning from sales-led to product-led growth, and the significance of unit economics in assessing GTM fit.

Dave Boyce, a PLG and SaaS expert, shares his insights and experiences throughout the conversation.

Check out Dave's substack Product led GTM or follow him on LinkedIn.

• (00:00) - Introduction
• (02:58) - Meet Dave Boyce
• (05:20) - The downside of multiple motions
• (10:13) - Sequence of events
• (18:35) - Is it time? And how do we test?
• (25:12) - From sales led to PLG and vice versa
• (29:08) - Adding PLG to sales led
• (31:46) - When to pull the plug
• (38:29) - If it's broken, here's how to find a new one

This episode of The Revenue Formula 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

✉️ Substack: Join +1,000 GTM professionals
💬 Email: podcast@growblocks.com

Even in good times, you're slowly falling out of PMF. Inspired by Jason Lemkin, we dive into the signs you need to watch out for, to avoid losing product-market fit.

Sure, you might have been hired after PMF was achieved - but it's still your problem, especially if you're in the go-to-market team.

In the episode, we get into:

• (00:00) - TRF - 088 - 4 signs pmf is gone
• (02:38) - Not just a founder issue
• (06:09) - 1: Easy gets redefined
• (12:00) - 2: The problem is gone
• (17:08) - 3: Buyer behaviour change
• (24:07) - 4: Willingness to pay

Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we seek to understand what the top 1% of sales teams are doing.

How do they operate? How are they managed? This and more we discuss with Kevin "KD" Dorsey, SVP of Sales and Partnerships at Bench.

• (00:00) - Introduction
• (01:51) - Meet Kevin KD Dorsey
• (03:30) - Understanding the top 1% of reps
• (06:25) - Creating a top 1% sales team
• (09:47) - The four Ds
• (16:59) - How to stack improvements
• (20:54) - You can't outsource this
• (25:00) - Supporting functions of a winning team
• (28:47) - Script or no script?
• (36:32) - Recognize behaviour, not just results

Thinking about raising quotas? Or being forced to? Then there's a couple of questions you need to ask yourself first.

Because if you can't answer them, you'll be in trouble when the sales team asks them.

• (00:00) - Introduction
• (03:07) - Do we raise quotas
• (08:30) - How do you even dare to raise quotas?
• (10:52) - How many make quota?
• (13:56) - What did the winning reps get to hit?
• (16:10) - Where's the increased performance gonna come from?
• (23:52) - I get more opps.. How are you gonna do that?
• (25:42) - The one trick

What does it take to make it to IPO? What happens inside the company to the build up? Those were just some of the things we talked with Robin Daniels about. And he knows, because he's taken part in 2,5 IPOs.

• (00:00) - Introduction
• (02:15) - Meet Robin
• (02:17) - Meet Robin Daniels
• (03:04) - 1 week out
• (12:06) - 1 out of 100 went to IPO
• (15:35) - Barrier to use
• (23:26) - Box? You mean dropbox right?
• (26:14) - How to deal with 'more is not enough'
• (31:42) - Making room for greenfield ideas
• (37:48) - 80,000 signups... how?
• (41:46) - Short time frames matter
• (44:16) - Characteristics of high performing teams

Who really owns GTM, and what are the symptoms when you don't really have someone leading it?

This and much more we discuss in todays episode

• (00:00) - Introduction
• (03:06) - Who owns your GTM?
• (04:42) - The RevOps hype
• (08:45) - Conequence 1: Marketing produced more low quality MQLs
• (13:48) - Account management upsell
• (15:03) - Who moved the cheese?
• (19:09) - Who should own the GTM?
• (25:51) - This is the responsibility

What is Nearbound really? How can you use it, and should you?

Those are just some of the questions we asked Jill Rowley who's currently building this new category.

• (00:00) - Introduction
• (01:15) - Meet Jill
• (03:11) - How she stumbled into marketing automation
• (05:27) - Social selling
• (07:53) - Surround strategy
• (11:29) - Nearbound.. What is it?
• (16:03) - Not just about acquisition
• (19:36) - What's changed?
• (24:46) - The benefits of nearbound
• (30:15) - Software is removing the friction

How do you expand to a new market? When is the time right? How do you not burn a ton of cash?

That's exactly what we discuss in todays episode

• (00:00) - Introduction
• (01:40) - Scrappy international
• (04:04) - Why should you even cross the border?
• (08:24) - Start with reps
• (10:26) - Opening up locally
• (14:04) - When is it time?
• (20:53) - Finding arbitrage
• (24:02) - It's never truly a TAM issue
• (26:25) - Soft start

In this episode, we sit down with Thomas Neergaard Hansen, President at Amplitude, to delve into the critical role of face-to-face interactions in today's customer-centric world. 

• (00:00) - Introduction
• (01:25) - Meet Thomas Hansen
• (11:07) - People have forgotten about face-to-face
• (17:58) - The customer-centric market motions
• (32:59) - Build the process for face-to-face
• (39:45) - Bill Gates and the most embarrassing moment of my career

How do the biggest engineering projects in the world avoid potential disasters? They create a digital replica to address problems before they become problems.

Stealing from the world of engineering, in this episode, we walk you through how you can create a digital twin of your GTM engine in order to help you focus on execution. 

• (00:00) - Introduction
• (02:13) - It starts with a twin
• (07:26) - Applying a digital twin to business
• (09:13) - What does the twin consist of?
• (13:18) - Planning
• (21:13) - Execution

There are 5 kinds of ROI software provides - and understanding the difference is critical.

With Sangram, we discuss that and much more

• (00:00) - Introduction
• (01:32) - Say hello to Sangram Vajre
• (04:48) - Buyers and ROI
• (07:10) - 5 types of ROI
• (10:41) - The ROI of slack
• (17:36) - What ROI do we provide?
• (21:18) - Changing ROI profile
• (30:26) - ROI is not just a sales tool
• (34:20) - Two kinds of people
• (38:19) - Where do we invest the next dollar

Having talked with lots of companies, we're still being asked how to make sales work, or at least work better. 

So today, we dive into the top 3 signs that sales is broken - and what you can do to fix it.

• (00:00) - Introduction
• (02:53) - The signs
• (05:08) - Trust and accountability
• (11:22) - Commitment
• (17:08) - Conflict
• (27:00) - Bonus: Bowtie