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Indhold leveret af Mikkel Plæhn, Toni Hohlbein, and Mikkel Plaehn. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Mikkel Plæhn, Toni Hohlbein, and Mikkel Plaehn eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
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The Revenue Formula
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Indhold leveret af Mikkel Plæhn, Toni Hohlbein, and Mikkel Plaehn. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Mikkel Plæhn, Toni Hohlbein, and Mikkel Plaehn eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
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.
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192 episoder
Marker alle som (u)afspillede ...
Manage series 3380698
Indhold leveret af Mikkel Plæhn, Toni Hohlbein, and Mikkel Plaehn. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Mikkel Plæhn, Toni Hohlbein, and Mikkel Plaehn eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
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.
…
continue reading
192 episoder
Alle episoder
×1 GTM Velocity: How to out-execute the competition 34:14
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34:14This 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…
1 Time to fire the VP Sales? (With Raul Porojan) 49:41
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49:41Is 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…
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…
1 Community led growth, don't do it (with Matthew Volm) 45:49
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45:49Okay.. 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…
Moats. Copycats.. The list goes on. There's a lot of reasons to hate being in SaaS. We discuss the most common headaches in todays episode. (00:00) - Introduction (04:22) - "It's so easy to copy us now" (08:51) - Do you have a.. moat? (16:00) - We need to be efficient (18:55) - More pipeline, fewer deals (21:47) - SaaS Selling to SaaS 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…
1 Why AI is eating software (with Jonathan Moss) 49:24
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49:24Remember Salesforce and Seibel? Well. We're about to see a lot of similar things happen thanks to AI. In today's episode, we discuss how AI is eating software - who's already being disrupted, and what a moat looks like now. (00:00) - Introduction (04:47) - AI's Impact on Software (08:34) - Understanding AI Agents (13:50) - AI's Role in Business Processes (18:16) - Challenges in AI Adoption (25:19) - The Rise of AI in Software Development (26:01) - The Importance of Smaller Models and Data (28:12) - The Role of Memory in AI (29:54) - Knowledge Graphs and Their Impact (31:08) - Customer Success and AI (33:12) - Navigating AI for Incumbents (38:27) - The Future of AI-Driven Companies (42:34) - Practical Tips for AI Integration 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…
So Q1 is kicking off in hours, and most of you have already made a few mistakes. We discuss the most common ones, and what you can do to fix them. (00:00) - Introduction (03:23) - Preparing for Q1: Common Mistakes (05:42) - Make no room for sales excuses (06:35) - Setting Sales Targets and Comp Plans (09:37) - Hiring is late... again (13:05) - Maybe it's the right time now (17:22) - January got screwed in Q4 (21:57) - People leave 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…
1 Advise for your career in 2025 (with Robin Daniels) 38:31
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38:31Did you start reflecting over your next career steps? Whether it's about quitting, staying and growing -- we discuss all things career with Robin Daniels. (00:00) - Robin Daniels (06:54) - Energy and Initiative in Your Career (11:33) - The Importance of Soft Skills (12:35) - Evaluating Career Goals and Titles (17:48) - Weekly Self-Assessment for Career Satisfaction (20:04) - Impact of Work on Personal Life (20:16) - Advice for Those Unhappy at Work (20:42) - Introspection and Self-Reflection (23:06) - The Role of Salary in Job Satisfaction (24:48) - When is it time to... go? (35:08) - When there's no room above 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…
1 Your guide to go-to-market trends in 2025 34:34
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34:34Will growth return? How will AI influence GTM? There's so many questions as we near the end of 2024. In today's episode, we cover the key trends and predictions for 2025. (00:00) - Introduction (01:21) - Go-to-Market Trends for 2025 (02:21) - But first: Will we see more growth next year? (04:17) - AI's Impact on Sales and Hiring (08:24) - More sales roles (12:34) - The rise of AI agencies (16:31) - GTM Engineers (21:53) - Teams of 20 will beat teams of 200 (29:03) - Branding in the Age of AI (33:44) - Conclusion and New Year Wishes 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…
1 From seats to outcomes: How AI is changing pricing (with Kyle Poyar) 45:32
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45:32Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how teams operate. With Kyle Poyar, we discuss new pricing models focused on outcomes and units of work - and what ramifications they come with. (00:00) - Introduction (03:19) - The Evolution of SaaS Pricing (06:04) - How AI is changing pricing (09:31) - Challenges and Strategies in AI Pricing (27:01) - Challenges for incumbents (36:31) - It comes down to the CEO (40:24) - Hybrid pricing (42:18) - 2025 Predictions Check out Kyle's article on the new pricing models here . 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…
1 $1M ARR Per FTE: How to get hyper efficient 32:44
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32:44What's a great ARR per FTE, and is it even realistic to get to $1M? And if you could, why should you? This and more we discuss in todays episode. (00:00) - Introduction (02:32) - Why $1 million, like really? (06:46) - The Mindset Shift (13:00) - What can we automate first? (18:31) - Average quality of talent (25:48) - Investing in Assets for Growth 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 https://revenueformula.substack.com…
1 You need to know these GTM trends (with Chris Walker) 45:55
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45:552025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we see more efficiency? Growth? How will AI transform teams? And much much more. (00:00) - Introduction (03:17) - Has anything changed? (05:03) - Understanding the Core Problems (07:06) - The C suite (12:03) - Wrong KPIs (14:40) - No, we aren't more efficient (19:00) - AI and Market Efficiency (22:03) - Building Customer-Centric Software (24:12) - The Real Cost of Software and Market Growth (24:52) - Predictions for Marketing Teams (27:03) - Challenges in AI Adoption (29:24) - Data's Role in AI and Marketing (30:37) - Future Trends and Predictions (34:40) - The Art and Science of Go-to-Market Strategy (35:56) - RevOps and Go-to-Market Operations (37:48) - Customer Success and Account Management (40:51) - Key Ingredients for Success in 2025 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…
1 This is why your growth isn't picking up 32:55
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32:55There's been a bunch of change happening lately. And a lot of excuses to. It's time to accept the changes and adapt to (finally) start growing again. (00:00) - Introduction (05:47) - Growth and Market Dynamics (10:59) - So what exactly has changed? (11:23) - Changes in Buyer Behavior (11:48) - The Rise of Buying Committees (14:09) - Focus on Cost Reduction (16:13) - The AI Buyer Emerges (16:42) - AI's Rapid Improvement and Cost Efficiency (19:39) - AI's Market Impact and Investment (23:40) - Outcome-Based Pricing Models (29:11) - The Future of AI in Business This episode is brought to you by Fullcast - the only AI-powered platform that streamlines your entire sales lifecycle—from plan to pay. Loved by companies like Own, Degreed, Zones, Collibra, and more. Never miss a new episode, join our newsletter on revenueformula.substack.com…
1 The state of venture capital (with Peter Walker) 37:27
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37:27Will the funding market screw you, or accelerate your plans? In this episode, we talk with Peter Walker about funding and why it matters to GTM teams. (00:00) - Introduction (03:04) - What commercial teams need to know (05:44) - What does the market look like right now (07:19) - Are IPOs still backed up? (09:24) - Political landscape (12:29) - Two paths during a downturn (17:17) - Time Between Funding Rounds (20:28) - The AI Hype Cycle (27:31) - Startup Shutdowns (30:54) - Down Rounds and Their Impact (33:14) - Predictions for 2025 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…
1 Take advantage of this zero day exploit now 32:45
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32:45If you're the first to exploit a new opportunity, your advantage will only get bigger over time. So, is there an exploit you can take advantage of? Find out in the episode. (00:00) - Introduction (03:06) - Understanding Zero Day Exploits (05:36) - E-commerce Evolution and SEO (12:31) - The Rise of SaaS (19:07) - AI in Go-to-Market Strategies (29:39) - Encouraging AI Experimentation (31:42) - Conclusion and Call to Action 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…
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