Rev-n-u Unplugged

James Hounslow from Indigo GTM
  • 5.0 (1)
  • Business

🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.

  1. Jun 2

    Ryan Milligan on Shifting from Growth to Customer Retention

    Ryan Milligan on Shifting from Growth to Customer Retention

    23 sec

  2. Jun 2

    Art vs Science: The New Shape of Revenue Leadership

    The conversation explores the rise of RevOps into the CRO seat, focusing on Ryan Milligan's journey from RevOps leader to CRO and the unique approach to sales leadership. It delves into the evolving role of the CRO, the impact of data literacy, and the importance of quantitative rigor in sales leadership. The conversation covers the topics of interview scorecards, hiring challenges, ideal customer profile, retention, and the role of RevOps leaders in sales leadership. It also delves into the importance of data-driven decision-making and the transition from RevOps to CRO roles. Takeaways RevOps leaders are uniquely positioned to transition into the CRO role due to their focus on orchestration, analytical rigor, and operational efficiency.The CRO role is evolving to prioritize the quality of customers, retention, and expansion over the traditional focus on closing new deals.Data literacy, curiosity, and a quantitative approach are key attributes sought in sales leaders, particularly those transitioning from RevOps to CRO. Interview scorecards and quantitative rigor are essential for improving the hiring process.The focus on ideal customer profile (ICP) and retention is crucial for SaaS businesses to drive success. Chapters 00:00 Hiring Sales Leaders with Data Literacy and Curiosity28:17 Ideal Customer Profile (ICP) and Retention Strategy34:08 Navigating Revenue Targets and Board Communication42:28 RevOps Leaders in Sales Leadership and Forecasting

    45 min

  3. May 19

    Why Playbooks Don't Always Work

    Why Playbooks Don't Always Work

    1 min

  4. May 19

    Nobody Feels Ahead Right Now

    Josh Allen, CRO at QuickBase, discusses the importance of AI in sales, the integration of AI into sales operations, and the impact of AI on sales enablement. He emphasizes the need for executive support and a strong revenue operations team to successfully implement AI in sales. Josh also highlights the role of product-led growth (PLG) and the collaboration between sales, marketing, and product teams in the AI-native era of sales. The conversation delves into the impact of AI on sales leadership, the need for adaptability, and the evolving role of CROs in the age of AI. It also explores the challenges and opportunities presented by AI in sales, as well as the future outlook for sales leaders in a rapidly changing landscape. Takeaways AI integration in salesImportance of executive supportCollaboration between sales, marketing, and product teamsRole of product-led growth (PLG) in sales Adaptability is crucial for sales leaders in the face of AI and technological advancements.The role of CROs is evolving, and the future of sales leadership will require a balance of data-driven decision-making and human interaction. Chapters 00:00 Adapting to the AI-Native Era40:17 Looking Ahead: Future of Sales Leadership

    44 min

  5. May 5

    What Does A CRO Really Do

    What Does A CRO Really Do!

    15 sec

  6. May 5

    You Don't Have a People Problem, You Have a System Problem

    The conversation delves into the demystification of the Chief Revenue Officer (CRO) role, the assessment of readiness for a CRO role, the profile of a CRO, and the potential of Rev Ops professionals as CRO candidates. The conversation delves into the mindset of sales leaders, the role of a CRO, the significance of marketing in B2B, and the process of preparing the board for a CRO. It emphasizes the need for sales leaders to think like data scientists and highlights the CRO's role in unifying the organization's functions. Takeaways Demystifying the role of the CROAssessing the readiness for a CRO role Sales leaders need to think like data scientistsThe role of a CRO is to build an engine where everyone is unified Chapters 00:00 Demystifying the Role of the CRO08:00 The Profile of a CRO15:46 Rev Ops as Potential CRO Candidates24:30 The Mindset of Sales Leaders31:09 The Role of Marketing in B2B36:24 Preparing the Board for a CRO

    43 min

  7. Apr 28

    The Real Reason Sales Hire Fail!

    The Real Reason Sales Hire Fail

    1 min

  8. Apr 28

    The Tiger Woods Factor: Ed Lane on Finding Sales Talent That Stands Out

    The conversation delves into the art of hiring sales leaders, exploring hiring philosophy and success metrics. Ed Lane shares insights on measuring success, identifying key traits, and the importance of proactive hiring. The discussion also emphasizes the significance of onboarding and the role of sales enablement in nurturing sales talent. Takeaways Hiring PhilosophySuccess Metrics Chapters 00:00 The Art of Hiring Sales Leaders

    39 min
See All (46)

About

🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.

Information

  • Creator
    James Hounslow from Indigo GTM
  • Years Active
    2025 - 2026
  • Episodes
    46
  • Rating
    Explicit
  • Copyright
    © 2025 James Hounslow from Indigo GTM

You Might Also Like