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PODCAST

The Revenue Formula

Toni Hohlbein & Raul Porojan

This podcast is about scaling tech startups. Hosted by Toni Hohlbein & Raul Porojan, 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

business management

All Episodes

30:31

CAC is useless

The Revenue Formula ·

2023/05/16

CAC as a metric is pretty useless for operations. But why is that? And what should you do instead?That's exactly what we cover in this episodeIntroduction (01:38)Very quickly: Defining CAC (Customer Acquisition Cost) (02:41)Keep it simple (05:47)"CAC as a metric is pretty useless" (07:20)CAC and Ratios (10:44)Use CAC Payback instead (13:52)CAC Payback Benchmarks (22:30)You can check out the benchmarks mentioned here:

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33:10

3 GTM Aha Moments

The Revenue Formula ·

2023/05/09

It seems so obvious once you've had an aha moment. Whatever you were doing before is just seen in a completely new light.Unfortunately, we only get so many aha moments -- but fortunately we share 3 of Toni's biggest Aha moments around go-to-market in this episode.Quick introduction (00:55)1: More AEs = more revenue? (02:04)2. Sales led motion on a €2-3K ACV? (11:59)3. How does marketing work again? (19:29)Episode wrap-up (26:53)If you want to see the show, check it out on YouTube:

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31:24

200 QBRs later: They’re broken

The Revenue Formula ·

2023/05/02

We've run more than 200 quarterly business reviews (QBRs), and we've realized something. They're broken.Fortunately, we have a solution that improves them by a great deal. We're calling it QBRs 2.0 - listen in here.You can check out the blogpost here: https://growblocks.com/blog/qbrs-are-broken/If you're interested in GTM live, sign up here to get access: https://growblocks.com/gtm-live/

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33:48

Making sales enablement unsuck

The Revenue Formula ·

2023/04/25

61% said sales enablement was useless on Bravado (yikes). While the community is very direct, there's a couple of reasons sales enablement doesn't succeed.We talk about the problems, how to overcome them - and share one or two counter-intuitive approaches you can take.Key pointsThe problems sales enablement can solve (04:08)Why sales enablement matters (06:59)It should be called revenue enablement, here's what they do (09:12)What folks should you hire? (13:00)Recruit your top rep to do

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34:52

5 real examples of rapid experimentation

The Revenue Formula ·

2023/04/18

Don't just make big bets. Consider rapid experimentation to outpace the competition. We share 5 concrete examples, a process we've followed - all to enable you to conduct rapid experiments.

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31:23

Small steps, big wins: Achieving radical outcomes

The Revenue Formula ·

2023/04/11

Formula 1 pitstops took 50 seconds, now it's down to 2. That's the power of continuous improvement, and it can be applied to SaaS.

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32:48

4 letters to make better decisions, faster

The Revenue Formula ·

2023/04/04

Sales cycles are extending. Win rates are decreasing. How do you make decisions faster? With a simple framework.

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34:28

Tools won't fix outbound, but this will

The Revenue Formula ·

2023/03/28

When outbound doesn't work, everyone looks to the tools and the processes. But there's something else that has a higher impact.

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33:48

Exposed from S-1s: How unicorns create hypergrowth

The Revenue Formula ·

2023/03/21

In this episode we expose how unicorns such as Snowflake, Datadog and Asana drive hypergrowth. All revealed by reading their S-1s (IPO filings)

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28:41

Agile Go-To-Market

The Revenue Formula ·

2023/03/14

What does an agile go-to-market look like for b2b SaaS? That's exactly what we discuss in this episode.

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26:53

Hacking NRR: The Path to +120% NRR

The Revenue Formula ·

2023/03/07

Getting well beyond 120% NRR is no accident. It's all about GTM, and we break down a few cases in this episode.

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36:27

Private Equity: Good vs Great GTM Execution

The Revenue Formula ·

2023/02/28

Great companies execute their GTM differently than good companies. In this episode, we share the exact differences from a private equity person we recently talked with.

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32:55

How $100M companies hit revenue target

The Revenue Formula ·

2023/02/21

How do +$100M SaaS companies keep hitting their revenue target? We've talked with a few and share our findings in this episode.

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28:25

What you don't know but your competitors do

The Revenue Formula ·

2023/02/14

Do your competitors know something you don't? Or are you actually smarter than they are?In this week's episode, we talk about the proper way to watch your competition, what to consider, and when it doesn't matter at all.

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31:14

Special EP: The untold story

The Revenue Formula ·

2023/02/08

On this special episode of The Revenue Formula, we go behind the minds of Growblocks and explain why we see revenue generation as a science, not an art.Toni talks about what turned his perspective around, how long it took to get there, and how we envision modern revenue operators today.

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31:46

Run your GTM like a relay race

The Revenue Formula ·

2023/01/31

With relay runners, each member's performance is critical if they win or lose. The same goes for your GTM teams.In this week's episode, we talk about how to establish accountability in your revenue engine and how to get everyone working on the same team.

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29:17

5 left field growth plays in a downturn

The Revenue Formula ·

2023/01/24

Winning by Design is predicting 2023 as "The largest revenue churn event in the history of SaaS." But just because we're in a downturn doesn't mean that you can't do anything about it.In this episode, we break down 5 non-obvious plays you can attempt this year to stand out from the competition.

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31:03

0 Friction, 0 Risk

The Revenue Formula ·

2023/01/17

Customers want an easy way to buy from you, so why are we making it harder for them? Between no prices on your website, fluffy product descriptions and no buy-now options, a lot of B2B's are putting up roadblocks.In this episode, we examine the benefits of a 0 Friction 0 Risk purchasing journey, and how you can implement it into your funnel today.

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34:09

5 efficiency plays you haven't thought of

The Revenue Formula ·

2023/01/10

It's 2023, and if you've been listening to everyone on social media, you'll know that you have to focus on efficiency this year. But what does that actually mean? What can you actually do?Don't let efficiencies be another buzzword this year. In this episode, we cut through the BS and give you 5 real ways you can drive efficiencies this year.

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29:52

4 Go-to-market challenges

The Revenue Formula ·

2023/01/03

There are four common go to market challenges, they should be solved in an uncommon way.How do you deal with discounts, partnership deals and more - those are just some of the common obstacles that you’ll encounter as you’re bringing your solution to market.We discuss the logic you can use to solve them the best way possible.

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