129 episodes
The Revenue Formula Growblocks
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- Business
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5.0 • 5 Ratings
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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.
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Don’t have GTM visibility?
Everyone has a dashboard, a sheet, some reports - but still the number 1 problem we hear about? It's visibility into performance.
So we discussed the problem, and what you can do about it.
(00:00) - Introduction
(02:16) - Why we get asked about visibility
(08:58) - The problem with visibility
(14:16) - Breaking down targets
(17:48) - Having foresight
(21:55) - The first step to build it
(27:04) - Test the model
(29:44) - No one does QBRs
You can find the CAC:Payback template here.***
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 -
Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)
There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.
(00:00) - Indtroduction
(03:48) - Meet Mark
(08:44) - The number 1 pattern of unnecessary failure
(11:16) - Getting the right pacing
(16:35) - Pushing back on the plan
(25:39) - Why do we misunderstand capacity?
(33:54) - The problem with commissions
(36:31) - The comp plan works against this goal
(40:12) - How do you comp on retention?
(42:38) - Find your leading indicators of retention
(44:10) - Pushback on retention compensation
Also, check out the science of scaling here. Mark also did a presentation at SaaStr on common sales potholes, make sure to check it out.
***
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 -
RevOps needs to move
With everything that's happening, we discuss if it's time for RevOps to move away from the CRO.
We get into
(00:00) - Introduction
(02:29) - Is it time to move?
(08:30) - If the CRO doesn't get it..
(11:24) - Give CFO operational insights
(16:54) - Commercial FP&A?
(21:08) - The P&L of commercial
(23:54) - Zero helpful advise
You can find the CAC:Payback template here.***
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 Paddle scaled with outbound to $100M (With Harrison Rose)
Paddle scaled with one motion: outbound. They were incredibly focused on one ICP, and ended up developing a three folded funnel.
(00:00) - Introduction
(01:58) - Meet Harrison
(06:28) - Figuring out how to sell
(12:24) - How they scaled
(15:11) - Changing the target customer profile
(19:09) - Not running out of market
(25:27) - RevOps - the secret sauce
(32:01) - The three funnels
(41:04) - The messy journey
Check out the definitive guide to revenue architecture here.***
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 -
Making metrics matter
If you want to operate SaaS effectively - you need to know how metrics are constructed, and when to use them.
Sounds obvious, but many many folks struggle with this, so we walk through two simple frameworks.
(00:00) - Introduction
(03:08) - Pain with metrics
(05:54) - The reality level
(10:16) - It takes time to move metrics
(14:58) - Metrics tree
(18:27) - Higher up, more actions
(21:07) - Don't just build what VCs want
(24:17) - The metric pyramid
Check out the definitive guide to revenue architecture here.***
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 -
Scale efficiently with RevOps (With Jeremey Donovan)
We asked Jeremey: How does RevOps help businesses right now switching from growth at all costs to efficient growth?
We got into a bunch - how prospects are like fish. Will AI help?. A "moneyball" approach to hiring - and much much more.
(00:00) - Introduction
(02:49) - Fish are like prospects
(04:49) - Meet Jeremey
(06:13) - What does efficient growth even mean?
(09:47) - Find your "on base percentage"
(19:03) - How does AI play in?
(25:09) - Reassessing outbound
(33:23) - LTV to CAC
(37:44) - System level thinking & infinite LTV
(41:13) - Takers of OTE
(43:40) - OTE inflation & right-sizing
*** 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
Customer Reviews
A must listen for anyone in GTM
If you are in any GTM role this is one that you put on your top Podcast list. Great strategies and tactics that you can implement immediately and get results. Great guests talking about real challenges today and how to solve them.
And to top it off they are kinda funny. 😜
Go-to podcast as a Demand Gen Marketeer!
Favorite podcast for all things revenue marketing and growth strategies.
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