How Cliff Simon Drives Millions By Simply Showing Up The Revenue Formula podcast

37:57

What do video games have to do with business growth? More than you think. In this episode, Toni and Raul explain how their gaming past helps them spot company issues almost instantly. Using the idea of levels, just like in video games, they show why businesses get stuck, how to know what level your company is really on, and what it takes to move forward the right way. Want to be a guest on the show? Learn more at revformula.io (00:00) - Introduction (06:53) - Levels Explained (11:53) - Hiring the Right People at the Right Time (16:41) - Strategic Roadmaps and Levels (19:12) - Situational Dependency in Business Advice (20:14) - CRM Implementation Challenges (25:28) - The Importance of Process Maturity (31:47) - Three Main Problems (35:13) - Our Solution (37:30) - Next Week: Zero Waste GTM…

The Revenue Formula

1
Trigger Warning: The Truth about AI and Remote Work 42:28

8 days ago42:28

42:28

Remote work and AI promised to make us more productive. The data says otherwise. In this episode, we unpack new research showing remote workers put in about two and a half hours less each day than office teams, and studies suggesting AI tools can weaken critical thinking and slow skill growth. We explore what happens when these trends collide, how they impact career development, and why leaders need to address the issue now. Sources: U.S. Bureau of Labor Statistics 2024 study Measuring the Impact of Early-2025 AI on Experienced Open-Source Developer Productivity Your Brain on ChatGPT: Accumulation of Cognitive Debt when Using an AI Assistant for Essay Writing Task Never miss a new episode, join our newsletter on revenueformula.substack.com (00:00) - Introduction (03:25) - Research: Remote work is not working (09:31) - Parkinson's Law of Productivity (16:50) - Distractions in work environments (17:48) - Remote work and career development (24:01) - AI's impact on developers (28:41) - Study: AI making us dumber? (32:34) - The Future of Cognitive Functions (40:59) - Final thoughts (41:58) - Next week: What have we been working on?…

The Revenue Formula

1
Founder-Led Sales and Other Scary Transitions 38:45

15 days ago38:45

38:45

In this episode, we talk about the messy shift from founder-led sales to something more scalable. A lot of teams trip up here. It's not just about hiring the right people, it's about whether the company is actually ready for them. Early sales hires often fail because the structure, process, or timing is off. The conversation introduces the idea of level awareness, a way to figure out if your setup matches the stage you're in. The same problems tend to repeat, whether you're at $1M or $50M ARR. (00:00) - Introduction (02:12) - Challenges in Founder-Led Sales (05:36) - Diagnosing Founder-Led Sales Issues (08:36) - Hiring Challenges and Misconceptions (11:12) - Framework for Scaling Sales Teams (13:39) - Levels of Sales Maturity (19:20) - Defining Level One (23:27) - Hiring for Stage Level Fit (25:25) - Common Founder Regrets (27:13) - Hiring Sales Leaders with Level Awareness (34:53) - Challenges of Premature Scaling (36:31) - Conclusion (37:37) - Next Week: Is Remote Work & AI Making Us Less Productive?…

The Revenue Formula

1
Did AI Kill SEO? (with Sam Dunning from Breaking B2B) 52:13

22 days ago52:13

52:13

Did AI actually kill SEO? Or are recent traffic drops for sites like HubSpot a sign of something else entirely? In this episode, we’re joined by Sam Dunning , founder of Breaking B2B and a leading expert on search strategy, to unpack what’s actually happening in the world of SEO. We talk about how AI overviews are changing the way people find information, and what it all means for marketers and revenue teams. Sam shares when SEO still makes sense, when it doesn’t, and what to focus on if you want to drive real pipeline today. We also dive into AI-generated content, the role of brand in LLM-driven search, and how to build a practical keyword strategy that works in 2025. (00:00) - Introduction (01:58) - Did AI kill SEO? (06:17) - When SEO doesn't make sense (10:05) - Does SEO still take forever to build? (12:24) - Should we just generate AI content? (15:39) - Buidling a Money Keyword Matrix (22:20) - Who should own the matrix? (24:45) - Quicker vs longer strategies (29:07) - Old school SEO in a world of LLMs (34:08) - Brand builders have a step up (36:21) - Common LLM hacks (43:00) - Measuring SEO in a world of LLMs (48:24) - Nothing's changed. Everything's changed. (50:29) - Wrapping up…

The Revenue Formula

1
No One Wants to Touch Pricing. Here's why You Should. 33:25

29 days ago33:25

33:25

Nobody wants to touch pricing. It’s political, it’s messy, and if it goes wrong, everyone remembers who led the project. But here’s the thing—when it works, it really works. In this episode, Toni and Raul talk about why pricing changes freak people out, what actually happens when you go through with them, and how even small tweaks can drive serious revenue. They’ve both run pricing projects that paid off big, and they’ve got the scars to prove it. If pricing’s been on your to-do list forever but you keep punting it… this one’s for you. (00:00) - Introduction (01:36) - The dread of pricing changes (04:29) - Balancing new prices and losing customers (05:53) - Lead pricing changes without losing your job (08:55) - Who should own pricing changes? (10:10) - Creating a pricing steering committee (12:38) - Consultants in pricing projects (17:00) - Are we over complicating it? (19:44) - Churn and pricing relationship (25:02) - The external and internal narrative (29:47) - Phasing pricing changes (31:10) - Pricing moves in PLG (32:59) - Conclusion…

The Revenue Formula

1
Why weak Product-Market Fit is quietly destroying your Go-To-Market strategy (with Chris Tottman of Notion Capital) 51:32

5 weeks ago51:32

51:32

In this episode, we’re joined by Chris Tottman from Notion Capital. Before becoming a VC, Chris co-founded MessageLabs and helped grow it into a $700 million exit, so he’s seen the startup journey from both sides of the table. We talk about what really happens when your product-market fit starts to slip—and why it quietly wrecks your entire go-to-market strategy. Sales start missing targets. Marketing can’t get traction. Churn creeps up. But most teams keep pushing forward without realizing the core problem is the product just doesn’t fit anymore. (00:00) - Introduction (09:55) - Common mistakes in Go-To-Market strategies (19:54) - Identifying a VC case (30:05) - Importance of Product Market Fit (39:38) - Transitioning from VC to PE (50:07) - Next week: pricing changes…

The Revenue Formula

1
Not All Consultants Are Worth It (Here’s How to Tell) 37:07

6 weeks ago37:07

37:07

Not all consultants are worth it. Some drive real impact. Others just burn your time and budget. In this episode, Toni and Raul dive into how to tell the difference. They break down when it actually makes sense to bring in outside help, how to vet someone properly, and the biggest red flags to avoid. You'll learn why consulting is a real skill, what good execution support looks like, and how to think about pricing and value. (00:00) - Introduction (02:48) - Do you actually need consultants? (05:22) - The consulting relationship with startups (08:29) - Identifying red flags (10:41) - The hammer people (16:17) - Consulting is a skill (21:14) - Consultants as challengers (24:40) - Pricing and value in consulting (30:06) - Execution and enablement (33:38) - Summary (35:45) - Next week: Chris Tottman on VCs…

The Revenue Formula

1
How Cliff Simon Drives Millions by Simply Showing Up 37:27

7 weeks ago37:27

37:27

In a world of AI-generated noise and automated outreach, Cliff Simon has built a multi-million dollar business by doing something simple but rare: showing up in person. In this episode, Cliff shares how he turned events, community dinners, and authentic relationships into a powerful go-to-market strategy. He breaks down why most event-based approaches fail, what it really means to play the long game, and how founders and revenue leaders can drive growth without relying on cold outreach. Never miss a new episode! Join our newsletter at revenueformula.substack.com (00:00) - Introduction (01:53) - The Importance of In-Person (06:01) - The Role of Pavilion (08:08) - Building Relationships (12:09) - Building for Long Term (16:41) - Modern Networking Tactics (21:58) - Evaluating Event Success (24:57) - Common Misconceptions in Event Strategy (26:34) - Effective Event Strategies (31:39) - The Power of Personal Branding (32:13) - Comparing Rev Ops Events (36:28) - Next Week: What You Need to Know About Consultants…

The Revenue Formula

1
Think CEO life is easy? Here's what they're really dealing with 37:55

8 weeks ago37:55

37:55

We sat down and unpacked the messy, unfiltered reality of being a startup CEO. The kind no one tells you about. Not at panels. Not in TechCrunch puff pieces. And definitely not on LinkedIn. This isn’t a “how I built this” highlight reel. It’s what actually happens when you’re juggling investors, layoffs, spin cycles, fundraising failures, and the kind of decisions that keep you up for months. We dig into why CEO life is less “Davos and private jets” and more “burnout, pressure, and zero control.” What it’s like to be the person everyone expects answers from, even when you’re not sure yourself. And why founders need less hype—and way more empathy. Never miss a new episode! Join our newsletter at revenueformula.substack.com (00:00) - Introduction (01:44) - Inside the minds of CEOs (06:47) - Transparency and communication (08:37) - Dealing with the worst problems (09:51) - Limited control and influence (10:59) - Fundraising challenges (15:54) - Financial realities of CEOs (24:57) - The emotional toll (27:24) - Decision-making pressures (37:16) - Final thoughts…

The Revenue Formula

1
How to not do outbound in 2025 (and what to do instead) 38:23

9 weeks ago38:23

38:23

Is outbound dead? Not exactly. But it is changing fast. In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where smart teams are still seeing success. We also talk about the rise of “new world SDRs,” how AI tools are changing prospecting, and how to use spiffs to actually build skills, not just spike activity. If you lead a sales team or run outbound, this one’s for you. Never miss a new episode! Join our newsletter at revenueformula.substack.com (00:00) - Introduction (02:09) - Problems with the old world SDR approach (12:31) - The role of SDRs in the age of AI (16:15) - What should SDRs do now? (25:26) - Using SPIFS to drive change (36:09) - Conclusion and final thoughts (37:25) - Up next: the real life of a CEO…

The Revenue Formula

1
We just leaked Jacco's new playbook. Here's what's inside. 52:24

10 weeks ago52:24

52:24

We got our hands on Jacco van der Kooij ’s latest GTM playbook. The one he’s only been sharing behind closed doors at high-ticket, invite-only events. And yes, we’re leaking it. This isn’t just a few new tactics. It’s a complete shift in how revenue leaders think about growth. No more chasing leads at all costs. No more funnels that fall apart at scale. Instead, it’s about turning your users into your biggest growth engine. We dig into what’s changing, what companies like Notion and Snowflake are doing differently, and why this approach might be the healthiest way to grow in B2B right now. Never miss a new episode! join our newsletter at revenueformula.substack.com (00:00) - Introduction (01:24) - Exploring the New Playbook (08:04) - Activating Your User Base (23:01) - The tiered users ecosystem (29:43) - Cohort-Based Events (36:56) - Human-Led Growth: The Power of Real Connections (43:21) - The New Playbook: Integrating Sales and Success (51:23) - Up next: The SDR Playbook…

The Revenue Formula

1
25% of SaaS Execs Are on the Bench. Here's Why. 30:47

11 weeks ago30:47

30:47

Why are so many SaaS executives struggling to get hired? In this episode, Raul and Toni dive deep into the surprising stat that 25% of Pavilion members—many of them seasoned SaaS execs—are currently “on the bench.” We explore what’s really going on in the market, how layoffs and short stints are damaging even top-tier CVs, and why CROs are applying for AE roles just to stay in the game. We also talk mental health, the rise of “consulting” as a placeholder, and whether now might be the time to walk away from SaaS altogether. If you're a founder, CRO, or GTM leader, this one's for you. Never miss a new episode! join our newsletter at revenueformula.substack.com (00:00) - Introduction (02:18) - 25% of Pavilion execs "on the bench" (03:41) - The SaaS recession (09:08) - Job hunting and mental health issues (13:48) - Going into consulting (18:26) - Leave tech behind? (22:01) - Private equity and VC roles (24:48) - Rethinking CV evaluations (28:09) - Conclusion (29:31) - Up next: Jacco's new playbook…

The Revenue Formula

1
$10M ARR per founder. No Employees. All Agents. (with Amos Bar-Joseph) 43:23

12 weeks ago43:23

43:23

What if a company could hit $10M ARR per founder—with zero employees? In this episode, Amos Bar-Joseph (CEO of Swan) joins Toni to break down their radical vision: scaling to $30M ARR with just three founders and an army of AI agents. They unpack what it really means to run an "autonomous business," why headcount isn't always the answer, and how AI is transforming go-to-market strategy from the inside out. If you're a founder, CRO, or GTM leader, this one's for you. Never miss a new episode! join our newsletter at revenueformula.substack.com (00:00) - Introduction (02:23) - Road to $30M ARR with AI (05:11) - Orchestration over operation (07:35) - Navigating AI and human jobs (11:43) - Strategies for scaling with AI (22:20) - The Second Wave of AI (25:38) - What exactly is Swan? (28:46) - The future of AI in business (36:58) - The new AI playbook (41:49) - Wrapping up (42:19) - Up next: Unemployment in the GTM community…

The Revenue Formula

1
Burn the old playbook (With Jacco van der Kooij) 49:46

13 weeks ago49:46

49:46

AI won’t fix your sales model if the foundation is broken. In this episode, Jacco van der Kooij explains why the old go-to-market playbook is collapsing—and what the new, AI-powered future actually looks like. Never miss a new episode, join our newsletter on revenueformula.substack.com (00:00) - Introduction (02:32) - AI and the old playbook (10:34) - The role of customers in growth (25:56) - Human-Led Growth Powered by AI (33:57) - AI Integration in Sales (37:51) - The Future of AI in Business Operations (46:09) - Wrapping up (48:37) - On the next episode…

The Revenue Formula

1
What you need to know about AI SDRs 25:17

14 weeks ago25:17

25:17

Thinking about adding AI SDRs to your sales team? In this episode, we break down what actually works—and what doesn't—when implementing AI in your sales development process. From common onboarding mistakes to where AI truly shines (and stumbles), here’s what you need to know before you plug it in. Articles mentioned in the episode: 11x CEO Hasan Sukkar steps down - https://techcrunch.com/2025/05/05/11x-ceo-hasan-sukkar-steps-down/ Artisan Raises $25M Series A - https://www.forbes.com/sites/dariashunina/2025/04/09/artisan-raises-25m-to-replace-repetitive-work-with-ai-employees/ 11x.ai Review worth the hype? - https://saassalesdirector.medium.com/11x-ai-review-worth-the-hype-a33e89a9716f Never miss a new episode, join our newsletter on revenueformula.substack.com (00:00) - Introduction (01:21) - Implementing AI SDRs (03:51) - The state of AI SDR vendors (05:58) - AI fatigue is real (07:15) - The AI SDR in your funnel (10:50) - Where the AI is actually better than your team (13:03) - Onboarding and training AI (20:04) - Project managing AI SDRs (24:12) - Wrapping up…

The Revenue Formula

1
RevOps to VP? Here's why you're not getting promoted 32:36

15 weeks ago32:36

32:36

Why aren’t more RevOps leaders getting promoted to VP or CRO roles? In this episode, we break down the biggest career blockers holding Revenue Operations professionals back, from focusing too much on tooling to missing what execs actually care about. (00:00) - Introduction (03:00) - RevOps not getting promoted? (05:40) - What does the CRO want to hear? (13:57) - Sales experience in RevOps (16:39) - The importance of relationships (21:03) - Taking on orphan teams (24:04) - The RevOps leader (27:53) - RevOps, AI and transformational change (31:08) - Final advice Never miss a new episode, join our newsletter on revenueformula.substack.com…

The Revenue Formula

1
How to build a $5M SaaS with 3 people and no VC funding (With Esben Friis-Jensen) 43:02

16 weeks ago43:02

43:02

After building a successful VC-backed company, Esben Friis-Jensen took a different path — bootstrapping his next SaaS startup to $5M ARR with just a team of 3. In this episode, he shares why he turned down venture funding, how he built an efficient, product-led growth engine, and lessons on scaling smart without sacrificing ownership or speed. (00:00) - Introduction (00:32) - Meet Esben Friis-Jensen (02:30) - The Decision to Bootstrap (06:27) - Product-Led Growth Strategy (11:25) - Competing in a Crowded Market (18:54) - The Role of AI in Business Operations (22:08) - Efficiency and Execution in Small Teams (27:48) - Making Tough Decision (31:17) - Revenue Metrics (32:10) - Speed of Decisions (38:43) - Challenges and Benefits of Founder-Led Companies (40:49) - Joining a Bootstrapped Company Never miss a new episode, join our newsletter on revenueformula.substack.com…

The Revenue Formula

1
Don’t Believe LinkedIn. Do This Instead. 30:52

17 weeks ago30:52

30:52

If you're feeling anxious about AI. If LinkedIn's making you doubt your GTM. You need this episode. We break down what’s real, what’s hype, and why boring execution still wins. (00:00) - Introduction (02:51) - Don't believe the LinkedIn echo chamber (06:42) - Understanding Business Fundamentals (12:09) - Stop comparing yourself to AI companies (14:28) - Growing without outside capital (17:15) - The Importance of First Principles Thinking (24:13) - Focus on your team (30:08) - Conclusion Never miss a new episode, join our newsletter on revenueformula.substack.com…

The Revenue Formula

1
Founders maze: A real look at a company in the making 38:58

19 weeks ago38:58

38:58

No. This is not a tactical episode. But. You will get a real look inside of a company being created. (00:00) - Introduction (04:01) - Scar tissue (09:31) - Feedback and Market Research (13:28) - AI in Data Analysis and Future Prospects (16:06) - AI's Growing Influence in Business (18:06) - Exploring New Data Sources (19:05) - Challenges and Opportunities in AI Adoption (20:07) - Pivoting to Product Marketing Managers (21:50) - VC Inbounds and Funding Decisions (23:02) - Mickel's Departure and Reflections (25:05) - Breakthrough in Data Integration (27:26) - Introducing the GTM Graph (30:55) - Use Cases and Applications (36:31) - Call to Action and Conclusion This episode is brought to you 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…

The Revenue Formula

1
LinkedIn blueprint: How SDRs can book more meetings (with Morgan Ingram) 47:19

20 weeks ago47:19

47:19

If you're running outbound. If you're using SDRs. Or planning to. You've got to listen to this episode. We got Morgan Ingram on the show, and he broke down his LinkedIn playbook to get replies at scale. (00:00) - Introduction (03:18) - Outbound Marketing and Career Choices (06:16) - Optimizing LinkedIn Profiles (07:45) - Common Mistakes in Outbound Messaging (11:34) - Effective LinkedIn Connection Strategies (17:58) - Using Videos and Voice Notes in Outreach (19:41) - Humanizing Your Outreach (22:35) - The Challenges of SDRing Outbound (23:00) - Essential Tools for Effective Sales (26:33) - Creative Sales Tactics: The Alley Oop Play (31:35) - Pipeline Development Strategies (36:04) - The Role of LinkedIn in Modern Sales (40:03) - The Future of Email in Sales This episode is brought to you 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…

The Revenue Formula

1
Did Klarna really delete 1200 SaaS apps? 35:47

20 weeks ago35:47

35:47

Over the last year or so, Klarna has been on a rampage to automate away. They've sliced tools, costs and staff. Begging the question... Is this just a VC narrative or is there more than meets the eye? (00:00) - Introduction (02:44) - Klarna's Journey and Financials (05:49) - AI's Role in Cost Reduction (07:51) - Customer Service Innovations (10:28) - Internal Knowledge Management (13:47) - Introduction to Data Consolidation (14:29) - Enterprise Search and Internal Tools (15:20) - Klarna's Knowledge Graph and AI Integration (16:38) - Deprecating Salesforce and Workflow Changes (20:05) - HR and Employee Feedback Innovations (25:51) - Build vs. Buy Debate Never miss a new episode, join our newsletter on revenueformula.substack.com…

The Revenue Formula

1
Last week in software: 11x, Deel, Rippling & spy-bound 39:10

21 weeks ago39:10

39:10

We had to record this unusual episode. In what feels like a single day, a year's worth of drama has unfolded in software. It almost seems like John Oliver would talk about it. But since he's busy, we decided to do an episode for him on 11x and the chaos that's emerging. (00:00) - Introduction (02:03) - Deel, Rippling and the spy (05:35) - 11x (08:13) - TechCrunch acquired (09:33) - Fake Customers Controversy (13:54) - Insane Churn Rates (19:38) - Investor lawsuit? nope (23:11) - Employees. Not happy. (29:23) - Product Performance and Market Fit (34:25) - Future Prospects and Challenges Sources Techcrunch on 11x Hasan's post on X AI SDR test Never miss a new episode, join our newsletter on revenueformula.substack.com…

The Revenue Formula

1
Your guide to getting AEs to self-prospect (finally) 34:46

21 weeks ago34:46

34:46

Getting AEs to self-prospect is fun: AEs will complain, procrastinate, and straight up not do it. In todays episode, we share some simple tricks to get account executives excited and motivated to self prospect (hint: it's about $). (00:00) - Introduction (03:12) - AI in Sales and Self Prospecting (05:41) - Challenges of Self Prospecting (07:57) - Incentives for Self Prospecting (11:43) - Pipeline Generation and Commission Strategies (16:53) - Navigating AE and SDR Roles (17:43) - Impact of Self-Prospecting on Performance (18:50) - Incentivizing Prospecting Targets (23:01) - Team-Based Incentives and Collaboration (26:33) - Testing and Adjusting Incentives (28:34) - Simple and Effective Incentive Ideas (29:52) - Visual and Tangible Incentives (31:42) - Incentives for High-Value Deals This episode is brought to you 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…

The Revenue Formula

1
How to scale past $10M ARR and more (With Maja Voje) 43:29

22 weeks ago43:29

43:29

How to scale past $10M ARR. GTM Engineering. How AI is changing the game and much much more. We got Maja Voje, also known as the GTM Strategist, to join us and share her thoughts on this and more. (00:00) - Introduction (02:34) - Challenges in Scaling Beyond 10 Million (03:30) - Inbound Marketing Struggles (04:50) - Outbound and ABM Strategies (07:05) - AI SDRs and Personalized Outreach (11:52) - Navigating LinkedIn's Compliance Issues (13:53) - Humanization vs. Automation in GTM (19:21) - Adapting to AI in Product Market Fit (21:54) - Revisiting Messaging and Pricing Strategies (25:38) - Outcome-Based Pay in the Workforce (26:33) - Understanding Value Metrics (27:55) - Pricing Experiments and Strategies (36:49) - Adopting AI in the Workforce This episode is brought to you 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…

The Revenue Formula

1
The Red Bull playbook tech companies should steal 34:53

22 weeks ago34:53

34:53

Usually, we share advanced analysis to run, cases of amazing tech companies, or something else. Today, we're talking about an energy drink. Stay with us because this potent drink can teach tech a lot about advertising. (00:00) - Introduction (02:26) - Energy Boosts and Red Bull (14:29) - Red Bull's Media Empire (17:34) - Examples of Media and Community Acquisitions (19:15) - Red Bull's Endless Content Stream (24:20) - Red Bull's Stratosphere Jump (26:21) - Outrageous Marketing Stunts (29:00) - Local and Grassroots Marketing Efforts (31:57) - Takeaways for Software Companies (32:21) - Creative Marketing Examples in Software Never miss a new episode, join our newsletter on revenueformula.substack.com…

The Revenue Formula

1
Your guide to killing Zendesk (with Marty Kausas, co-founder & CEO at Pylon) 50:49

23 weeks ago50:49

50:49

If there's something we all love, it's to root for david beating goliath. And right now, there's a small team doing just that. Pylon, led by Marty Kausas, is going head to head with Zendesk. Naturally, we asked Marty to share their playbook. (00:00) - Introduction (01:17) - The Motivation Behind Building Pylon (01:52) - The Journey to Becoming A-List (02:19) - Board Games and Strategic Thinking (04:16) - Targeting a Massive Market (09:46) - Building the First Product (11:42) - Competing with Giants (18:59) - Product Development and Marketing Strategies (26:35) - Embracing a Heavy Debate Culture (29:24) - Leveraging LinkedIn for Business Growth (38:22) - Scaling Sales and Hiring Strategies (42:31) - Navigating AI in Customer Support (47:59) - Reflecting on Business Learnings and Future Plans Never miss a new episode, join our newsletter on revenueformula.substack.com…

The Revenue Formula

1
Killed by AI: What's happening with Chegg 35:40

23 weeks ago35:40

35:40

With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once highflying edtech company. We break down the story of Chegg, and distill four learnings for GTM leaders. (00:00) - Introduction (02:02) - The Role of AI in Our Show (05:34) - The Rise and Fall of Chegg (07:59) - Chegg's Business Model and COVID-19 Impact (13:44) - The ChatGPT Disruption (16:39) - The Resilient Business: Surviving Disruption (17:03) - AI's Impact on Incumbents (18:33) - The Innovator's Dilemma (20:29) - Opportunities for Change (21:38) - AI Disruption in Various Industries (24:05) - Strategies for Business Resilience (26:15) - The Importance of Diversification (27:50) - Facing the Reality of Disruption This episode is brought to you 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…

The Revenue Formula

1
Your champion is probably fake (With Gal Aga) 46:10

24 weeks ago46:10

46:10

Your main contact is not your champion. You champion might not be an experienced buyer. And the list goes on. The problem is: not getting this right can really hurt your ability to bring in newbiz revenue. That's why we invited Gal Aga from Aligned. Not only did he post a kick-ass meme on this problem, but he also has worked extensively with AEs and run into this problem too often. (00:00) - Introduction (01:56) - The Israeli Tech Ecosystem (04:35) - Understanding the Role of a Champion (08:15) - Champion Enablement Strategies (13:27) - Multi-Threading in Sales (18:08) - Executive Buy-In and Business Cases (23:06) - Navigating Executive Involvement in Sales (23:50) - Building Trust with Your Champion (26:38) - Understanding Buyer Dynamics (27:10) - The Role of Professional Buyers (28:47) - Collaborative Decision Making (29:15) - Avoiding Transactional Sales (30:58) - Managing Internal and External Stakeholders (31:38) - Modern Sales Strategies (41:43) - The Future of Transactional Selling (45:27) - Final Thoughts and Takeaways This episode is brought to you 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…

The Revenue Formula

1
Don’t create another podcast: Lessons from 200 episodes 32:38

24 weeks ago32:38

32:38

So we've crossed 200 episodes. And we felt like, as usual, doling out some advice - this time focused on the thing we spend a lot of time on... Podcasts. Specifcally this one. If you've considered, or are constantly being suggested/told to do a podcast. This episode is for you. If not, maybe it'll just be fun to get a look under the hood. (and if nothing else? This episode also consist of non-work related conversation) (00:00) - Introduction (02:42) - Podcasting Journey and Milestones (03:28) - Why You Shouldn't Start a Podcast (04:07) - Challenges and Realities of Podcasting (08:23) - The Effort Behind Consistent Content (10:37) - Building Trust and Community (16:58) - Reflecting on Past Guests (17:33) - Becoming Part of the Creator Economy (18:29) - Leveraging Influencer Partnerships (19:59) - The Impact of Guest Episodes (23:17) - Strategies for Growing the Audience (24:29) - The Importance of Consistency (28:31) - Effective Content Repurposing Never miss a new episode, join our newsletter on revenueformula.substack.com…

The Revenue Formula

1
How pitch narrowed their ICP and accelerated growth (with Ulrik Bo Larsen) 42:28

25 weeks ago42:28

42:28

How's PLG different from outbound? We asked someone who's worked with both motions. And the interesting part? They used a very simple trick to accelerate their PLG: Defining their ICP. (00:00) - Introduction (10:02) - Finding the ICP (19:37) - Acquisition and Sales Strategy (20:04) - Brand equity (22:53) - Trigger for engaging (25:55) - Self-Onboarding and Offboarding Dynamics (28:44) - Outbound Strategies and AI-Enabled Lifecycle (41:54) - Conclusion and Final Thoughts This episode is brought to you 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…

The Revenue Formula

1
Growth envy: How Cursor got to $100M with 20 people 31:10

25 weeks ago31:10

31:10

Growth envy. We've all been there. Another company just blows up in what feels like seconds. Immediately you wonder, how could we achieve the same? Well, first step is understanding, and in this episode we break down the conditions that enabled Cursor to grow incredibly fast. (00:00) - Introduction (02:20) - Cursor and 0-100 (05:09) - The Power of Top Funnel (11:56) - The Future of Code Writing (12:10) - Teleportation and Sales (12:49) - Understanding the Funnel (13:05) - The Simplicity of PLG (14:45) - Developer Tools and Market Size (19:02) - Freemium Models in Enterprise Sales (23:09) - Challenges of Rapid Growth (27:05) - Retention and Competition This episode is brought to you 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…

The Revenue Formula

1
When unicorns become zombies (With Roee Hartuv) 36:48

26 weeks ago36:48

36:48

There are 1000s of privately held unicorns. But for many of them, they will truly struggle to make a meaningful exit. We discuss why together with Roee. (00:00) - Introduction (02:25) - Understanding Zombie Unicorns (04:30) - The Rise and Fall of Valuations (06:33) - VC Expectations and Company Growth (12:01) - The Fragility of High Valuations (15:17) - Current Market Trends and Valuations (19:35) - The Rise of Zombie Unicorns (20:18) - Down Rounds and Valuation Challenges (20:51) - Future of Unicorns and IPOs (26:48) - Impact on Revenue Leaders (32:06) - Pricing and Packaging Strategies (35:39) - Concluding Thoughts and Future Outlook This episode is brought to you 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…

The Revenue Formula

1
Reporting to the CEO - here's what we've learned 29:27

26 weeks ago29:27

29:27

Are you about to report to the CEO? Are you already? In todays episode, we share our experience reporting to the CEO. (00:00) - Introduction (03:51) - Our first CEO (07:10) - Benefits and Challenges of Reporting to the CEO (13:03) - Effective Communication and Management Strategies (20:16) - Deliver 100% of your commits This episode is brought to you 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…

The Revenue Formula

1
No more free trials (Chris Pasquier from Slite) 39:15

27 weeks ago39:15

39:15

Free trials don't work for AI products - so... what do you do? That's what we asked Chris, CEO and founder of Slite. (00:00) - Introduction (03:36) - Challenges in Selling AI (04:53) - Introduction to Slite and Super (06:31) - AI Implementation and Use Cases (08:50) - Customer Onboarding and Trials (10:15) - Why can't we just do freemium (13:10) - Overcoming AI Adoption Barriers (22:15) - 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. 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…

The Revenue Formula

1
SaaS was dead last week, but now it's back. 34:42

27 weeks ago34:42

34:42

Wrappers are dead. LLMs are dead. SaaS is dead. The application layer is dead. It's moving pretty fast still in AI, and we thought it was time to take stock of what we know right now. (00:00) - Introduction (01:03) - OpenAI's Superbowl Ad Breakdown (02:29) - The Role of AI in Modern Life (03:16) - Teasing Future Content (03:50) - The Fast-Paced World of AI (05:35) - Understanding GPT Wrappers (07:40) - Hype vs. Reality in AI (10:04) - The Evolution of Solutions (14:22) - Consumer Perception of AI (16:25) - AI's Role in Problem Solving (17:47) - The Commoditization of AI (18:50) - Cloud Providers and AI Models (20:39) - The Future of AI Investment (22:31) - Challenges in AI Implementation (28:51) - Skepticism and Realities of AI This episode is brought to you 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…

The Revenue Formula

1
You have no moat (With Bethany Stachenfeld) 39:05

28 weeks ago39:05

39:05

If 4 developers at a unicorn got a $1m check, could they copy your feature? Well, yes. We discussed why this question is stupid, and how to build true competitive advantages. (00:00) - Introduction (02:11) - Remote Work and Team Dynamics (02:47) - Exploring New Features and Innovations (04:59) - Customer Experience and Building a Moat (15:05) - Sticky Features and User Retention (17:52) - Salesforce and the Challenges of Switching Providers (18:34) - Bad Industry Practices and Network Effects (19:38) - Building Ecosystem Benefits and Integrations (20:38) - Strategic Partnerships and Preferred Partners (23:34) - Customer Feedback and Product Development (27:27) - Efficient Growth and Competitive Advantages (33:23) - Outbound Marketing Strategies This episode is brought to you 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…

The Revenue Formula

1
Sellers don't sell 25:50

28 weeks ago25:50

25:50

If sellers aren't selling anymore.. What are they doing? and why are we paying them so much? Find out in this episode. (00:00) - Introduction (02:50) - Sales Insights and Changing Dynamics (05:01) - The knowledge gap has reversed (07:57) - Proof of Concept: Ensuring Solutions Work (10:12) - The Role of Sellers in the New AI World (11:40) - The Importance of Customer Feedback (13:19) - Navigating the Buying Process (15:59) - The Value of Sales Skills (23:17) - Addressing Indecision in Sales This episode is brought to you 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…

The Revenue Formula

1
Stacking outbound (With Maximus Greenwald) 41:50

29 weeks ago41:50

41:50

What can you learn from someone who's built a motion from scratch to scale? That's what we discovered with Maximus, CEO and Co-founder of Warmly. He shares how they built outbound from nothing. (00:00) - Introduction (03:05) - Building in Public (06:41) - Firing Customers (07:43) - Stacking Outbound (10:54) - Zero to One: Lessons and Learnings (19:08) - Dang outbound, it works! (19:52) - Consistency in Email Campaigns (20:34) - Profiles for Zero to One Phase (21:30) - Commandos, Soldiers, and Policemen (24:24) - Scaling Sales Processes (25:15) - Layering in more channels (27:54) - Hiring and Team Culture (29:19) - Navigating Growth Challenges (35:27) - AI in Sales and Marketing This episode is brought to you 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…

The Revenue Formula

1
3 Signs your GTM is weak 33:47

29 weeks ago33:47

33:47

Weaknesses are awesome. If you can identify them that is. We discuss three common GTM weaknesses and how you can identify them... So you can start fixing them and getting better. (00:00) - Introduction (03:23) - Parenting Challenges (04:22) - Go-to-Market Strategies (05:35) - 20-20 vision (06:22) - 1: I'm just not motivated (12:37) - You're a bad leader (15:04) - It's products fault (of course) (16:30) - Handling Bugs and Product Frustrations (17:09) - Building a Billion Dollar Business (22:17) - I'm not listening to you (the customer) (26:24) - The Value of Qualitative Data This episode is brought to you 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…

The Revenue Formula

1
Better unit economics, PLG + SLG and more (with Kevin McIntyre) 42:03

30 weeks ago42:03

42:03

How do you get CAC:PB below 12? How do you get reps to close 50% more ARR? By focusing on unit economics. In this episode, we focus on that, merging PLG + SLG and more with Kevin McIntyre. (00:00) - Introduction (04:24) - Why merge (07:02) - Bringing together PLG and SLG (10:24) - Challenges and Strategies Post-Merger (13:38) - Focus on Unit Economics and Sales Efficiency (32:40) - Where AI will assist (38:01) - Reflections on CRO Tenure and Final Thoughts This episode is brought to you 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…

The Revenue Formula

1
GTM Velocity: How to out-execute the competition 34:14

30 weeks ago34:14

34:14

This 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 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…

The Revenue Formula

1
Time to fire the VP Sales? (With Raul Porojan) 49:41

31 weeks ago49:41

49:41

Is 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…

The Revenue Formula

1
The rise of the GTM engineer 30:53

31 weeks ago30:53

30:53

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…

The Revenue Formula

1
Community led growth, don't do it (with Matthew Volm) 45:49

32 weeks ago45:49

45:49

Okay.. 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…

The Revenue Formula

1
5 things we hate about SaaS 27:07

32 weeks ago27:07