The Revenue Formula

Toni Hohlbein & Mikkel Plaehn
  • 5.0 (8)
  • MANAGEMENT
  • UPDATED WEEKLY
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. 15 HR. AGO

    Sellers don't sell

    If sellers aren't selling anymore.. What are they doing? and why are we paying them so much? Find out in this episode. (00:00) - Introduction (02:50) - Sales Insights and Changing Dynamics (05:01) - The knowledge gap has reversed (07:57) - Proof of Concept: Ensuring Solutions Work (10:12) - The Role of Sellers in the New AI World (11:40) - The Importance of Customer Feedback (13:19) - Navigating the Buying Process (15:59) - The Value of Sales Skills (23:17) - Addressing Indecision in Sales 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

    26 min
  2. Stacking outbound (With Maximus Greenwald)

    5 DAYS AGO

    Stacking outbound (With Maximus Greenwald)

    What can you learn from someone who's built a motion from scratch to scale? That's what we discovered with Maximus, CEO and Co-founder of Warmly. He shares how they built outbound from nothing. (00:00) - Introduction (03:05) - Building in Public (06:41) - Firing Customers (07:43) - Stacking Outbound (10:54) - Zero to One: Lessons and Learnings (19:08) - Dang outbound, it works! (19:52) - Consistency in Email Campaigns (20:34) - Profiles for Zero to One Phase (21:30) - Commandos, Soldiers, and Policemen (24:24) - Scaling Sales Processes (25:15) - Layering in more channels (27:54) - Hiring and Team Culture (29:19) - Navigating Growth Challenges (35:27) - AI in Sales and Marketing 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

    42 min

  3. JAN 28

    3 Signs your GTM is weak

    Weaknesses are awesome. If you can identify them that is. We discuss three common GTM weaknesses and how you can identify them... So you can start fixing them and getting better. (00:00) - Introduction (03:23) - Parenting Challenges (04:22) - Go-to-Market Strategies (05:35) - 20-20 vision (06:22) - 1: I'm just not motivated (12:37) - You're a bad leader (15:04) - It's products fault (of course) (16:30) - Handling Bugs and Product Frustrations (17:09) - Building a Billion Dollar Business (22:17) - I'm not listening to you (the customer) (26:24) - The Value of Qualitative Data 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
  4. Better unit economics, PLG + SLG and more (with Kevin McIntyre)

    JAN 23

    Better unit economics, PLG + SLG and more (with Kevin McIntyre)

    How do you get CAC:PB below 12? How do you get reps to close 50% more ARR? By focusing on unit economics. In this episode, we focus on that, merging PLG + SLG and more with Kevin McIntyre. (00:00) - Introduction (04:24) - Why merge (07:02) - Bringing together PLG and SLG (10:24) - Challenges and Strategies Post-Merger (13:38) - Focus on Unit Economics and Sales Efficiency (32:40) - Where AI will assist (38:01) - Reflections on CRO Tenure and Final Thoughts 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

    42 min

  5. JAN 21

    GTM Velocity: How to out-execute the competition

    This is your quick guide to GTM velocity. We cover three simple areas you can focus on to accelerate your GTM — and outcompete your competition. (00:00) - Introduction (05:14) - Work Culture and Four-Hour Work Week (07:23) - Go-to-Market Velocity Explained (11:28) - High Tempo Testing and Experimentation (13:11) - Defining Kill Criteria for Projects (14:38) - Experimental Market Expansion Strategies (15:40) - Simplifying for Speed and Learning (18:34) - The Importance of Speed in Hiring (24:01) - Optimizing Team Capacity (27:47) - Effective Time Management and Meetings 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

    34 min
  6. Time to fire the VP Sales? (With Raul Porojan)

    JAN 16

    Time to fire the VP Sales? (With Raul Porojan)

    Is it time to fire the VP Sales? How do you know? How do you do it? Did s/he even get setup for success? This and much more we discuss with Raul Porojan (00:00) - Introduction (03:50) - Firing the VP of Sales: Initial Thoughts (04:49) - Challenges in Sales Leadership (05:58) - Setting and Achieving Sales Quotas (11:24) - Evaluating Sales Leadership Performance (21:09) - When to Fire a Sales Leader (24:41) - Final Considerations and Team Dynamics (25:45) - Identifying the Real Problem (26:35) - Deciding to Let Go of the VP (27:00) - Handling the Transition (28:06) - Founder Involvement in Sales (29:22) - Bridging the Leadership Gap (30:34) - Dealing with Team Dynamics (33:25) - Internal Promotions (39:02) - Avoiding Common Hiring Mistakes (40:34) - Making the Right Hiring Decision 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

    50 min

  7. JAN 14

    The rise of the GTM engineer

    There are 200 folks with the title "GTM Engineer" on LinkedIn. But somehow, this role gets discussed a lot. And it's an interesting discussion - especially because we created a similar role at out previous startup, and it worked extremely well. Not sure what the role does or why it matters? Then listen to this episode. We discuss (00:00) - Introduction (01:32) - Introducing the Go-to-Market Engineer Role (08:57) - The role in practise (20:49) - Where does the role sit? 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

    31 min
  8. Community led growth, don't do it (with Matthew Volm)

    JAN 9

    Community led growth, don't do it (with Matthew Volm)

    Okay.. There's a few motions being covered plenty (inbound, outbound, plg etc.) But there's this other thing called community led growth that hasn't been covered a lot -- so we decided to discuss it with someone who built a succesfull community. And that's Matthew Volm, co-founder of RevOps Coop. We asked him to share, well, why you shouldn't do CLG. (00:00) - Introduction (02:53) - How the community became a thing (06:53) - Pivoting to Community Building (12:34) - Challenges in Building a Community (21:30) - Learning on the Job: The Challenges of Revenue Operations (22:19) - The Impact of COVID-19 on RevOps (22:46) - Building a Community for RevOps (23:18) - Starting a Community: Key Considerations (23:59) - The Importance of Niche Focus (25:20) - Community-Led Growth: Success Stories (26:49) - The ROI of Community Participation (28:48) - Effective Community Engagement Strategies (34:31) - The Role of AI and Human Connection in Communities (38:01) - The Mindset for Building a Community (41:20) - Customers and prospects 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
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Trailer

5
out of 5
8 Ratings

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

  • Creator
    Toni Hohlbein & Mikkel Plaehn
  • Years Active
    2022 - 2025
  • Episodes
    196
  • Rating
    Clean
  • Copyright
    © 2024 Revenue Formula
  • Show Website
    The Revenue Formula

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