The Revenue Formula

Even if you don't run high velocity sales, there's much to learn from vendors who do. We talked with Frank Nardi (CRO at Cin7) about how they manage short sales cycles and proactively manage their funnel. *** 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

Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are dying - so you can fix it. *** 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

Is RevOps broken? And how do we fix it? Together with Jeff, we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it. *** 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

Is outbound dead? And if not, what are the biggest mistakes we've seen? That's exactly what we get into today *** 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

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. *** 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

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. 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

There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge. 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

With everything that's happening, we discuss if it's time for RevOps to move away from the CRO. We get into 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

Paddle scaled with one motion: outbound. They were incredibly focused on one ICP, and ended up developing a three folded funnel. 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

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. 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

We asked Jeremey: How does RevOps help businesses right now switching from growth at all costs to efficient growth? We got into a bunch - how prospects are like fish. Will AI help?. A "moneyball" approach to hiring - and much much more. *** 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

We all want to grow faster, but there's a pretty important team to work with to do that - finance. We get into how finance looks at the GTM and much much more *** 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

A pivot. One motion - and relentless focus. That's just some of the ingredients Manny Medina shared on how Outreach grew to $100M and beyond. In the episode we get into: *** 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

Everything has been cut and more will be cut. Cost is more expensive, we need to be super efficient but we still want growth. Phew.. What are we to do? Less, that's what. In this episode, we walk through what you can do less of, and how it'll help you grow (faster). *** 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

SaaS is being completely reset following the era of growth at all costs. But what's happening, how can you adapt and what's to come? This is exactly what we discuss with Jacco van der Kooij, founder of Winning by Design. Check out his new book: Revenue Architecture.*** 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

The one metric that shouldn't go up and to the right is CAC Payback, and it's doing exactly that. Rather than trying to fix CAC, there's another solution. *** 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

How do you get to this first million in revenue? And what does the journey past 10 look like? That's what Steffen from Synthesia shared with us. In the episode, we got into: *** 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

It's no longer land and expand - it's land and maintain. But what can you realistically do to fix your NRR? In this episode, we share 4 practical tips that'll help *** 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 ✉️ Email: podcast@growblocks.com 📺 Watch: https://www.youtube.com/@growblocks

How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll, that's a surefire way to decrease your overall performance. So we invited Anthony from Fletch to help fix it - we focused on the difficulties especially surrounding being multi-product or segment.

Whether you're at $2, $10 or $20M ARR - if you want to add outbound as a motion, this episode is for you. We dive into the sequence here: Mentions Sam Blond & Ashley Kelly discuss how to dominate outbound *** 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 ✉️ Email: podcast@growblocks.com 📺 Watch: https://www.youtube.com/@growblocks