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. 6D AGO

    4 Essential Questions For GTM

    4 Essential Questions For GTM

    1 min

  2. 6D AGO

    Stop Chasing Every Deal: "Why Your ICP Is Killing Your Pipeline"

    The conversation covers the importance of a narrow Ideal Customer Profile (ICP) in enterprise sales, the comparison between Product-Led Growth (PLG) and Enterprise Sales, and the success of hiring D1 athletes in sales roles. Bob Moore shares insights on ICP discipline, the challenges of broad ICP, and the transition from enterprise to PLG. Additionally, he discusses the value of hiring D1 athletes and their success in sales roles. The conversation delves into the DNA of successful enterprise sellers, highlighting the complexity of enterprise sales and the core attributes required for success. It explores the competitive nature, resilience, and communication skills essential for enterprise sales, as well as the challenges in onboarding and skill development. Additionally, it discusses the attributes of athletes and military personnel, the transition of military experience to sales, and the importance of hiring based on personal attributes. The advice for sales leaders emphasizes the value of networking and benchmarking with others in the field. Takeaways Narrow ICP is crucialPLG vs Enterprise SalesHiring D1 Athletes Athletic DNA for enterprise salesAttributes of successful enterprise sellers Chapters 00:00 The Importance of Narrow ICP14:16 PLG vs Enterprise Sales28:09 Hiring D1 Athletes34:06 Onboarding and Skill Development43:01 Attributes of Athletes and Military Personnel49:20 Hiring Based on Personal Attributes

    48 min

  3. FEB 17

    Customer Value Creation

    Customer Value Creation

    1 min

  4. FEB 17

    The Science of Scaling -Mark Roberge

    The conversation delves into the impact of revenue growth obsession, the importance of customer value creation, and the role of churn in businesses. It also explores the alignment of sales compensation with customer retention, the significance of accountability in sales, and the need for a strong explanation behind sales compensation. Additionally, the conversation highlights the critical nature of product market fit in the early stages of a business. The conversation delves into the misconceptions surrounding product-market fit and the influence of VCs on growth strategy. It also explores the challenges of aggressive growth strategies, the stress associated with them, and the importance of balancing growth and sustainability. Additionally, it covers the significance of sales leadership and coaching, the hiring process for scaling success, and the leading indicator of retention as a metric. Finally, it discusses the potential impact of the framework on startup success. Takeaways Revenue growth obsessionImportance of customer value creationThe impact of churn on businessesAligning sales compensation with customer retentionThe role of accountability in salesThe need for a strong explanation behind sales compensationThe significance of product market fit Product Market Fit MisconceptionsThe Role of VCs in Growth Strategy Chapters 00:00 Mitigating Cultural Issues and Accountabilities36:12 VC Influence on Growth Strategy41:28 Challenges of Aggressive Growth Strategies49:35 Balancing Growth and Sustainability57:09 Hiring for Scaling Success

    57 min

  5. FEB 10

    Going From Startup to Scale Up - Listen, Learn, Observe

    Going From Startup to Scale Up - Listen, Learn, Observe

    29 sec

  6. FEB 10

    Stop Obsessing About the Fruit: Why the Best CROs Focus on the Root

    The conversation with Andrew Barker, CRO at ClearBank, covers his sales journey, challenges in scaling a business, and the modern B2B revenue engine. Andrew shares insights on implementing sales methodology, avoiding over-engineering, and the importance of understanding data without a rev ops presence. He also discusses the challenges of avoiding custom builds in scale-ups and the integration of marketing, channel, sales, and client success under one integrated function. The conversation covers the importance of early customer engagement and value provision, the role of the CRO in managing the revenue engine, the integration of AI into business processes, stakeholder management and expectations, team dynamics and scaling, and the role of RevOps in scaling a business. Takeaways Sales LeadershipScaling a Business Early engagement and value provision are crucial in modern B2B sales.RevOps plays a critical role in enforcing infrastructure, systems, processes, and technology.AI should be integrated into business processes and problems, with a focus on targeted solutions.Talent management, energy management, and mindset matter significantly in sales organizations. Chapters 00:00 Introduction and Value of Revenue Unplugged05:05 Building a Revenue Engine11:30 Understanding Data Without Rev Ops18:05 Getting Buy-In for Sales Methodology27:00 Modern B2B Revenue Engine32:51 The Role of the CRO and Revenue Engine43:00 Stakeholder Management and Expectations51:43 RevOps and its Role in Scaling

    51 min

  7. FEB 3

    Team Will Never Out Perform It's Culture

    Team Will Never Out Perform It's Culture

    19 sec
  8. Most Revenue Problems Aren't Sales Problems – They're Orchestration Problems

    FEB 3

    Most Revenue Problems Aren't Sales Problems – They're Orchestration Problems

    The conversation covers three primary themes: Evolution of the Revenue Leader, Winning the Talent War, and Building Cultures that Multiply Revenue. Each theme is explored in depth, highlighting the changing role of revenue leaders, the importance of winning the talent war, and the impact of culture on revenue multiplication. The conversation covers the importance of setting clear expectations for candidates, the varying interview processes based on the role, the significance of peer-level interviews, the need for transparency in the interview process, the lack of investment in interview training, the impact of culture on revenue, and the role of accountability in leadership. Takeaways Revenue leaders have evolved from focusing solely on sales to orchestrating the entire revenue ecosystem.Winning the talent war requires a focus on employee engagement from the very first interview.Culture plays a critical role in multiplying revenue and requires the involvement of all functional leaders.The role of the CRO has expanded to include influence across functions and a deep understanding of data and messaging. Clear expectations are crucial for candidatesInterview processes should be tailored to the roleTransparency in the interview process is valued by candidatesInvestment in interview training is lackingCulture has a significant impact on revenueAccountability is essential in leadership

    50 min
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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
    31
  • Rating
    Clean
  • Copyright
    © 2025 James Hounslow from Indigo GTM