114 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.

    100%+ growth YoY, here’s how Walnut run their GTM (With Catie Ivey, CRO at Walnut)

    100%+ growth YoY, here’s how Walnut run their GTM (With Catie Ivey, CRO at Walnut)

    How does a company scale after raising funds? And what changes are necessary to maintain a stellar go-to-market?
    That and much more we discussed with Catie Ivey, CRO at Walnut.
    (00:00) - Introduction
    (00:48) - Meet Catie
    (05:05) - The setup
    (10:03) - Finding GTM fit
    (15:38) - Scaling outbound
    (18:07) - The rituals
    (27:43) - The culture of problem solving
    (30:54) - When you don't own marketing
    (33:04) - A different sales process
    (37:31) - Spending resources purposefully
    *** 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.

    ***
    CONNECTConnect with us

    🔔 LinkedIn: Toni / Mikkel
    ✉️ Email: podcast@growblocks.com
    📺 Watch: https://www.youtube.com/@growblocks 

    • 42 min
    This won't scale

    This won't scale

    There's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove some of your limiting beliefs and let you scale things that you couldn't before.

    (00:00) - Introduction
    (04:27) - It's all focused on output
    (08:01) - Quality increase for SDRs
    (13:37) - Faster ramp
    (20:04) - AEs: Ramp, training & research
    (28:59) - What will happen to marketing?
    *** 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.

    ***
    CONNECTConnect with us

    🔔 LinkedIn: Toni / Mikkel
    ✉️ Email: podcast@growblocks.com
    📺 Watch: https://www.youtube.com/@growblocks 

    • 36 min
    4 Signs your GTM is broken

    4 Signs your GTM is broken

    Is your GTM broken? What do you even look for? Why does it matter?
    That's just some of the points we cover in this episode. Besides giving you four clear things to look out for - we also share some solutions. The outcome? You should see improved performance & efficiency.

    (00:00) - Introduction
    (03:09) - The stakes
    (08:35) - Disconnected operations
    (10:20) - Reporting isn't aligned
    (15:08) - No shared language
    (22:03) - Disconnected execution
    (33:28) - Wrapup
    MentionsDavid Sacks & Jason Lemkin at SaaStrGTM consortium*** 
    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.

    ***
    CONNECTConnect with us

    🔔 LinkedIn: Toni / Mikkel
    ✉️ Email: podcast@growblocks.com

    • 34 min
    How to manage multiple GTMs in SaaS (With Dave Boyce)

    How to manage multiple GTMs in SaaS (With Dave Boyce)

    Is it time to add another GTM? Dave told us before recording "not until after $10M ARR". So of course, we discussed that and much more.
    We went through the process of establishing different Go-To-Market (GTM) strategies - including the importance of testing and tailoring strategies to match audience behavior, considerations when transitioning from sales-led to product-led growth, and the significance of unit economics in assessing GTM fit.
    Dave Boyce, a PLG and SaaS expert, shares his insights and experiences throughout the conversation.
    Check out Dave's substack Product led GTM or follow him on LinkedIn.

    (00:00) - Introduction
    (02:58) - Meet Dave Boyce
    (05:20) - The downside of multiple motions
    (10:13) - Sequence of events
    (18:35) - Is it time? And how do we test?
    (25:12) - From sales led to PLG and vice versa
    (29:08) - Adding PLG to sales led
    (31:46) - When to pull the plug
    (38:29) - If it's broken, here's how to find a new one
    ***This episode of The Revenue Formula 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
    ✉️ Substack: Join +1,000 GTM professionals💬 Email: podcast@growblocks.com

    • 43 min
    4 signs you're losing product-market fit

    4 signs you're losing product-market fit

    Even in good times, you're slowly falling out of PMF. Inspired by Jason Lemkin, we dive into the signs you need to watch out for, to avoid losing product-market fit.
    Sure, you might have been hired after PMF was achieved - but it's still your problem, especially if you're in the go-to-market team.
    In the episode, we get into:

    (00:00) - TRF - 088 - 4 signs pmf is gone
    (02:38) - Not just a founder issue
    (06:09) - 1: Easy gets redefined
    (12:00) - 2: The problem is gone
    (17:08) - 3: Buyer behaviour change
    (24:07) - 4: Willingness to pay
    Shoutout to John Rougeux who captured the quote from Jason.

    • 31 min
    The top 1% of sales teams do this (with Kevin Dorsey, SVP of Sales & Partnerships at Bench)

    The top 1% of sales teams do this (with Kevin Dorsey, SVP of Sales & Partnerships at Bench)

    Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we seek to understand what the top 1% of sales teams are doing.
    How do they operate? How are they managed? This and more we discuss with Kevin "KD" Dorsey, SVP of Sales and Partnerships at Bench.

    (00:00) - Introduction
    (01:51) - Meet Kevin KD Dorsey
    (03:30) - Understanding the top 1% of reps
    (06:25) - Creating a top 1% sales team
    (09:47) - The four Ds
    (16:59) - How to stack improvements
    (20:54) - You can't outsource this
    (25:00) - Supporting functions of a winning team
    (28:47) - Script or no script?
    (36:32) - Recognize behaviour, not just results
    Make sure to check out KD's sales leadership accelerator.

    • 43 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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