x

75% of people globally want unbiased news (Pew Research) but are concerned they're not getting that.

Get balanced coverage with Symby. See how stories are covered across diverse outlets and spot when one side covers a story the other skips.

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

29:22

All big decisions need this

The Revenue Formula ·

2022/12/20

Making a big decision requires you to not just make one decision, but many.In this episode, we cover a simple approach to structure your decision making making sure you won't get stopped dead in your tracks a few months later when someone goes "I don't remember us agreeing to do that?".

en

31:04

Sales capacity models are broken

The Revenue Formula ·

2022/12/13

The capacity and the sales quota is only half the equation, there’s an entire part always being left out - and it’ll lead to you not being able to hit target.So what is the other half? That’s what we get into in this episode.

en

32:00

Are you building an unachievable plan?

The Revenue Formula ·

2022/12/06

Is your plan unachievable? If you don't know, here are the things to watch out for + how to fix it.

en

34:26

Make this analysis for 2023

The Revenue Formula ·

2022/11/29

The budget always has one important line: Revenue. But behind that line you'll find very little detail.If the plan is being made for 2023, we cover a simple analysis you should run to ensure the business can actually reach the targets desired.

en

31:38

No one makes this plan

The Revenue Formula ·

2022/11/22

There are four plans a business needs; Budget, people and product. But almost everyone forgets number 4: The revenue plan.We’re fixing that in this episode but diving into what problems it’s causing for you, how to think about your engine and creating a revenue plan.

en

31:31

All models are broken (but some are useful)

The Revenue Formula ·

2022/11/15

We've talked about having a model to manage and execute revenue at b2b SaaS companies. But we've not really outlined how you build one.We're fixing that in this episode as we get into how Toni build the first operating model for revenue, what dimensions were considered and how it was used. Hopefully it'll serve as inspiration for you to build your own model to manage revenue.

en

30:07

No one needs perfect data

The Revenue Formula ·

2022/11/08

Data quality. Clean data. Measure everything.There's a lot of data available, and because it's very black and white, we tend to get stuck on the quality and cleanliness of the data. Can we even trust it?We discuss why you don't need to chase perfect data to grow revenue - and at the same time when you really need to make sure you have solid data.

en

25:32

Not all things are repeatable

The Revenue Formula ·

2022/11/02

There's a difference between fastfood chains and Michelin star restaurants. One has repeatability allowing them to scale, the other doesn't.Understanding the limitations of repeatability helps you pick the right initiatives as you seek to scale revenue at a b2b saas company. We discuss the common misconceptions around repeatability, and how you can make things repeatable allowing you to scale.

en

29:28

How to miss a quarter

The Revenue Formula ·

2022/10/25

If you’re ever gonna miss a quarter, you should do it the right way.It’s not a question of if, it’s a question of when. We discuss why companies usually miss, and what can be done to avoid a hard miss.And if you have a hard miss… What you should consider next.

en

26:48

The real reason salesreps quit

The Revenue Formula ·

2022/10/18

Retaining your sales reps is the same as retaining your "quota on the street". If you can't retain sales reps, there's a good chance you'll struggle to scale.In this episode we cover one of the foundational reasons why sales reps quit - and no, it doesn't come up in employee feedback surveys. We'll also cover what you can do to identify if you have the problem & fix it.

en

30:52

The secret benefits of removing discounts

The Revenue Formula ·

2022/10/11

Discounts is a common practise - that's why we discuss what benefits you can unlock by removing them altogether.But.. Removing them flat out might be hard. Don't worry, we also cover what you can do instead to gain the same benefits a discount free future offers.

en

34:22

Why 95% already messed up next year

The Revenue Formula ·

2022/10/04

There are 4 things that might already now ruin your plan for next year. Even before you've started planning. We cover the four challenges, and what you can do about it to help land a plan you can deliver on.

en

31:04

Why you can't get rid of comp plans

The Revenue Formula ·

2022/09/27

It's very compelling to get rid of compensation plans theoretically. There's not a system that can be gamed, and research even show that it might not improve performance - but actually decrease it.That's why we cover why you can't get rid of compensation plans, what challenges you'll face and how to avoid common pitfalls if you're building compensation plans for the first time.

en

33:27

Why 75% of scale-ups will have RevOps

The Revenue Formula ·

2022/09/20

Whether you already have RevOps or just thinking about it, you might want to put on your headphones and listen in.We discuss why most b2b SaaS companies have or will have revenue operations by 2025. We get into how the team evolves with the business, how you can get more value from RevOps and succeed.

en

28:30

The 10% rule to double revenue

The Revenue Formula ·

2022/09/13

Did you know that 10x7 is not 70? It’s 100 - because of compounding interest. Rather than going for radical improvements or big projects, consider improving in increments across your funnel. This will reduce risk and your CFO will love you for it.

en

31:04

How we hit 12 quarters in a row

The Revenue Formula ·

2022/09/06

What’s the methodology we used to hit 12 quarters in a row? A loooot of hard work. We discussed how to set the right targets & plan, how to ensure relentless focus on execution and how that led to what we called ‘predictable revenue’.

en

25:24

Stop obsessing over forecasts

The Revenue Formula ·

2022/08/30

You can spend time creating the perfect and most accurate sales forecast, but what value is it really creating? Will you close more deals? Generate higher deal sizes? Not really.You can only forecast accurately as far into the future as your sales cycle. Also, if it's being done to know whether people get commission, you're not creating actual value to the business.What should you do instead? We're not gonna tell you in the description (sorry).... but listen in and get some very concrete

en

30:58

Never waste a good crisis

The Revenue Formula ·

2022/08/23

Whether the crisis is caused by the business itself or external factors - a crisis (depending on severity) can present some significant career opportunities. If you're in a squeeze where it's staying on a burning platform or jump into the water, the question becomes: Do you stay or leave the business? There are pros and cons of both options, and that's what we cover in this episode.

en

25:45

Setting ambitious targets you can hit

The Revenue Formula ·

2022/08/16

Can you clearly explain to your team how you can hit your target? If not, then you might want to listen to this episode. We discuss how to balance targets that are realistic and ambitious. We'll also cover how to close the gaps, what you can do to shift the conversation and ensure you have what's needed to hit.

en

26:07

Our favorite growth hack: QBRs

The Revenue Formula ·

2022/08/11

The growth hack no one talks about: Quarterly business reviews. Want to know why building a habit around business reviews will help you grow? Then this is an episode to listen to. We cover why they make you better, and how to run the first successful QBRs.

en

246 results

Similar Podcasts

TaxTalent.com The Golden Rule Podcast

Adam Golden

TaxTalent.com Podcast

Tony Santiago

Handelsblatt Crime - spannende Streitfälle der deutschen Wirtschaft

Ina Karabasz, Solveig Gode, Sönke Iwersen

Deffner und Zschäpitz – Der Wirtschafts-Talk von WELT

WELT

Black Box - La scatola nera della finanza

Guido Brera e Gian Luca Comandini -...