The Revenue Lab Weflow

Björn gives valuable insights into growing SaaS companies to their first 5M, while shedding light on how to find Product Market Fit, and what Björn calls ‘Product Segment Fit’. 

What you’ll learn in this episode:


Why is Björn focused on the phase 0.5-5M?


How to find Product Market Fit


How to know you’re ready for expansion & find Product Segment Fit



You can find more information about Björn here:

⁠ https://www.linkedin.com/in/bjoernwschaefer/ 

RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ 

Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/  ⁠

Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/  ⁠

Weflow: ⁠https://www.getweflow.com/⁠ 

Markers:

(00:00:00) Why the phase 0.5-5M ARR?

(00:03:34) How do you define Product Market Fit?

(00:05:52) What is Message Market Fit & how do you improve it?

(00:13:32) What is Product Segment Fit & how do you achieve it?

(00:15:56) Signs for missing Product Segment Fit

(00:22:46) Signs for revenue expansion

(00:29:35) How to quantify your solution

Mark has an incredible wealth of experience in scaling companies such as Akeneo, Signavio and Hybris. In this episode, Mark shares his key learnings from his career journey:


What are the stages of scaling from $10M to $50M?
Expansion strategies: internationalization vs. new segments
How to reduce risks while scaling



You can find more information about Mark here:

⁠ https://www.linkedin.com/in/markholenstein/ 

RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ 

Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/  ⁠

Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/  ⁠

Weflow: ⁠https://www.getweflow.com/⁠ 

Markers:

(00:00:00) Mark’s career Background

(00:06:03) Stages of scaling from 0 and 100 Mio

(00:13:05) Mark’s sweet spot to join scaling companies

(00:22:28) First steps to successfully scale

(00:28:02) Early signals that the company is ready to scale

(00:35:51) Last insights to scaling & key career advice

Robert scaled Camunda’s GTM motion for over a decade. In this episode of The Revenue Lab, he’ll share his learnings and best practices with you:


Camunda’s sales process


Pipeline generation at Camunda


Running a highly accurate forecast process


Robert’s key sales metrics 



You can find more information about Robert here:

⁠https://www.linkedin.com/in/robert-gimbel-gtm/

RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ 

Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/  ⁠

Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/  ⁠

Weflow: ⁠https://www.getweflow.com/⁠ 

Markers:

(00:00:00) Camunda’s GTM motion

(00:06:28) Opportunity criteria

(00:13:50) The most important part in the sales cycle

(00:18:17) Forecasting setup

(00:24:05) Increasing predictability

(00:25:37) Key sales metrics

(00:31:07) Most important learnings

Ben Beivers has scaled Remerge's GTM motion to >$100M in revenue. In this episode of The Revenue Lab, we discuss his learnings along the way:


Remerge's GTM motion & Pipeline gen


The ideal seller profile


Ramping & retaining top talent


Compensation


RevOps & Internationalization




You can find more information about Ben here:
https://www.linkedin.com/in/benjaminbeivers/

RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/
Weflow: https://www.getweflow.com/


Markers:

(00:00:00) Introduction

(00:02:57) Remerge's GTM motion

(00:05:17) Pipeline generation

(00:09:45) Ideal seller profile

(00:12:57) Ramping & retaining talent

(00:16:41) Incentivation

(00:25:56) Transparent compensation

(00:27:59) RevOps & Internationalization

(00:36:28) Top learnings

Seth DeHart has advised 85 B2B SaaS with building and optimizing their sales engines after he led revenue teams at Revinate and Framer. In this episode of The Revenue Lab, Seth shares the most common GTM mistakes he saw while scaling from 0 to $10M in ARR:
Common GTM scaling mistakes
When & how to make the first sales hires
(Mis-)judging product-market fit

You can find more information about Seth here:
https://www.linkedin.com/in/sethdehart/


RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/
Weflow: https://www.getweflow.com/


Marker:
(00:00:00) Scaling from 0 to 10 million
(00:08:33) Founder stop selling too soon
(00:09:22) First sales hires
(00:14:45) Comp for first sales hires
(00:16:50) Ramp time for founding AE
(00:20:49) Hiring by company stage (00:24:16)
(00:23:11) Misjudging product-market-fit
(00:27:33) Managing sales capacity

In this episode, Janis Zech interviews Kyle Parrish, the VP and GM at Mixmax, about his career journey and his approach to annual planning, discovery, and building top-performing sales teams.

What you’ll learn in this episode:


Why Kyle would get rid of annual planning in Start-Ups & Scale-Ups


How to set up a solid board & hire top-performers


Kyle’s approach to discovery, multi-threading, quantification & comp. 



You can find more information about Kyle here:

https://www.linkedin.com/in/kyle-parrish/ 

RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/ 

Marker:

(00:00:00) Introduction/ How would you approach your career if you could start over? 

(00:02:42) Why to get rid of annual planning

(00:05:31) Setting up a solid board

(00:09:00) How to approach discovery

(00:13:44) What's your take on multi-threading?

(00:18:43) Quantification

(00:23:50) What do you look for in hires? 

(00:32:00) What is your approach to comp? 

(00:33:44) Biggest Learnings