130 episodes

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.

The Revenue Formula Growblocks

    • Business
    • 5.0 • 5 Ratings

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.

    WTF is PLS even? (with Jesus Requena, VP Marketing at Hex)

    WTF is PLS even? (with Jesus Requena, VP Marketing at Hex)

    What is PLS? When does it make sense to use it? How do you get started?
    These are just a couple of the questions we asked Jesus who's been building PLG and PLS motions at Unity, Figma, Algolia and Hex.

    (00:00) - Introduction
    (00:57) - Meet Jesus
    (04:35) - PLG at Unity
    (05:45) - Solving a big problem
    (12:12) - Is this the right motion?
    (16:49) - Can you bring users to a pain state?
    (21:18) - If it was a demo
    (23:08) - It's about signals
    (30:31) - Looking towards revenue
    (33:14) - Qualification is the same
    (36:39) - Narrowing your focus
    (39:16) - Activating 10K accounts
    (42:59) - Indicators of scale
    (46:26) - Hard lessons
    *** 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

    • 50 min
    Don’t have GTM visibility?

    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

    • 36 min
    Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)

    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

    • 53 min
    RevOps needs to move

    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

    • 29 min
    How Paddle scaled with outbound to $100M (With Harrison Rose)

    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

    • 45 min
    Making metrics matter

    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

    • 34 min

Customer Reviews

5.0 out of 5
5 Ratings

5 Ratings

XR XpeRt ,

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. 😜

Maria Denmark ,

Go-to podcast as a Demand Gen Marketeer!

Favorite podcast for all things revenue marketing and growth strategies.

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