The Revenue Formula

Growblocks
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The Revenue Formula

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.

  1. From seats to outcomes: How AI is changing pricing (with Kyle Poyar)

    2 DAYS AGO

    From seats to outcomes: How AI is changing pricing (with Kyle Poyar)

    Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how teams operate. With Kyle Poyar, we discuss new pricing models focused on outcomes and units of work - and what ramifications they come with. (00:00) - Introduction (03:19) - The Evolution of SaaS Pricing (06:04) - How AI is changing pricing (09:31) - Challenges and Strategies in AI Pricing (27:01) - Challenges for incumbents (36:31) - It comes down to the CEO (40:24) - Hybrid pricing (42:18) - 2025 Predictions Check out Kyle's article on the new pricing models here. This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform. Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners! Never miss a new episode, join our newsletter on revenueformula.substack.com

    46 min

  2. 4 DAYS AGO

    $1M ARR Per FTE: How to get hyper efficient

    What's a great ARR per FTE, and is it even realistic to get to $1M? And if you could, why should you? This and more we discuss in todays episode. (00:00) - Introduction (02:32) - Why $1 million, like really? (06:46) - The Mindset Shift (13:00) - What can we automate first? (18:31) - Average quality of talent (25:48) - Investing in Assets for Growth This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on https://revenueformula.substack.com

    33 min
  3. You need to know these GTM trends (with Chris Walker)

    DEC 12

    You need to know these GTM trends (with Chris Walker)

    2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we see more efficiency? Growth? How will AI transform teams? And much much more. (00:00) - Introduction (03:17) - Has anything changed? (05:03) - Understanding the Core Problems (07:06) - The C suite (12:03) - Wrong KPIs (14:40) - No, we aren't more efficient (19:00) - AI and Market Efficiency (22:03) - Building Customer-Centric Software (24:12) - The Real Cost of Software and Market Growth (24:52) - Predictions for Marketing Teams (27:03) - Challenges in AI Adoption (29:24) - Data's Role in AI and Marketing (30:37) - Future Trends and Predictions (34:40) - The Art and Science of Go-to-Market Strategy (35:56) - RevOps and Go-to-Market Operations (37:48) - Customer Success and Account Management (40:51) - Key Ingredients for Success in 2025 This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com

    46 min

  4. DEC 10

    This is why your growth isn't picking up

    There's been a bunch of change happening lately. And a lot of excuses to. It's time to accept the changes and adapt to (finally) start growing again. (00:00) - Introduction (05:47) - Growth and Market Dynamics (10:59) - So what exactly has changed? (11:23) - Changes in Buyer Behavior (11:48) - The Rise of Buying Committees (14:09) - Focus on Cost Reduction (16:13) - The AI Buyer Emerges (16:42) - AI's Rapid Improvement and Cost Efficiency (19:39) - AI's Market Impact and Investment (23:40) - Outcome-Based Pricing Models (29:11) - The Future of AI in Business This episode is brought to you by Fullcast - the only AI-powered platform that streamlines your entire sales lifecycle—from plan to pay. Loved by companies like Own, Degreed, Zones, Collibra, and more.Never miss a new episode, join our newsletter on revenueformula.substack.com

    33 min
  5. The state of venture capital (with Peter Walker)

    DEC 5

    The state of venture capital (with Peter Walker)

    Will the funding market screw you, or accelerate your plans?  In this episode, we talk with Peter Walker about funding and why it matters to GTM teams. (00:00) - Introduction (03:04) - What commercial teams need to know (05:44) - What does the market look like right now (07:19) - Are IPOs still backed up? (09:24) - Political landscape (12:29) - Two paths during a downturn (17:17) - Time Between Funding Rounds (20:28) - The AI Hype Cycle (27:31) - Startup Shutdowns (30:54) - Down Rounds and Their Impact (33:14) - Predictions for 2025 This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform. Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners! Never miss a new episode, join our newsletter on revenueformula.substack.com

    37 min

  6. DEC 3

    Take advantage of this zero day exploit now

    If you're the first to exploit a new opportunity, your advantage will only get bigger over time.  So, is there an exploit you can take advantage of? Find out in the episode. (00:00) - Introduction (03:06) - Understanding Zero Day Exploits (05:36) - E-commerce Evolution and SEO (12:31) - The Rise of SaaS (19:07) - AI in Go-to-Market Strategies (29:39) - Encouraging AI Experimentation (31:42) - Conclusion and Call to Action This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com

    33 min
  7. Why 70% of Sales Jobs Might Disappear (with Jacco van der Kooij)

    NOV 28

    Why 70% of Sales Jobs Might Disappear (with Jacco van der Kooij)

    Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely true. In today's episode, we discuss how AI is disrupting the entire GTM at the moment - and we discuss it with Jacco van der Kooij. (00:00) - Introduction (04:24) - How AI is transforming GTM (15:01) - AI: Volume, cost and... what's the last one? (20:43) - Beyond talking leaflets (26:04) - Agentic World and AI Sub-Agents (30:13) - The First Mover Advantage (35:09) - From shovel to excavator (39:53) - The Three Storms (45:16) - The Rise of Vertical SaaS (53:11) - AI's Exponential Growth and Future Impact References"In 2025, AI won’t just assist salespeople – it will replace them.", Winning by Design"Why and how AI is going to replace sales" (video), Jacco van der KooijAI share of search, Rand FishkinThis episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc., You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com

    1h 7m

  8. NOV 26

    The unfair advantage: Why every founder needs a brand

    There's an unfair advantage some startups and companies have. It's a competitive advantage that can't be copied. And it's on you should build as early as possible - a founder brand. In todays episode, we talk about our experience with building a founder brand, what we've learned from others and much much more. (00:00) - Introduction (01:47) - Building a Founder Brand (07:27) - You need this (08:45) - Blank page problem (11:11) - The Importance of Consistency (15:28) - Distribution and Trust (17:04) - The reason LinkedIn is interesting (19:33) - The other option (25:27) - What will you talk about This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance. Never miss a new episode, join our newsletter on revenueformula.substack.com

    34 min
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About

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.

Information

  • Channel
    Growblocks
  • Creator
    Toni Hohlbein & Mikkel Plaehn
  • Years Active
    2022 - 2024
  • Episodes
    183
  • Rating
    Clean
  • Copyright
    © 2024 Revenue Formula
  • Show Website
    The Revenue Formula

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