Rev-n-u Unplugged
James Hounslow from Indigo GTM
🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.
Episodes
Mentioned books
Nov 25, 2025 • 46min
"Trust, Territories, and Tech Tax: How a Former Army Officer Scales US Companies Across Europe"
"My job as a leader is to serve the people I lead. They work WITH me, not FOR me."Former British Army officer Andy Champion explains why modern sales leaders must be in the trenches making calls alongside their reps and why Tuesday morning "Out Loud Hour" transformed his team's pipeline generation.In this episode:• Why trust beats hierarchy in modern sales orgs• The 3 principles for scaling US tech companies across Europe• From "grow at all costs" to profitable scale what actually changed
Nov 19, 2025 • 33sec
Great CRO's Are Doing This
Explore CRO best practices that can transform your leadership! Discover why it's crucial for great CROs to proactively engage operating partners and independent board members between meetings. Learn the importance of communicating issues early during transitions—because waiting only makes things worse. Plus, hear a call to action on seeking advice and stakeholder input to navigate challenges effectively. Tune in for insights that can elevate your approach to change management!
Nov 18, 2025 • 19sec
Cutting Through the Noise for Profitable Growth
Dive into strategies for achieving profitable growth by filtering out distractions. Discover how prioritizing high-impact sales and marketing activities can maximize results. The hosts share a streamlined plan to focus on the most effective 20% of efforts that drive 80% of profits. Simplifying your approach can lead to success in a noisy business environment!
Nov 18, 2025 • 49min
Adam Crandall - If You D0 80% of This, It Will Get You To Profitability
Adam Crandall, the Chief Revenue Officer at Adtronics, dives into the world of private equity and revenue growth strategies. He discusses the evolution from centralized to decentralized operating models, sharing insights on why adaptability is key for CROs. Adam emphasizes the importance of a one-page playbook for scalability and details how to balance varying priorities across multiple companies. He also offers advice on managing board dynamics effectively during strategic pivots, ensuring data-driven decision-making leads to profitability.
Nov 18, 2025 • 52sec
You Have To Start With The Tam
A compelling discussion kicks off with the importance of understanding Total Addressable Market (TAM) in the startup world. The speaker emphasizes the need for founders to focus on realistic numbers rather than hype. Practical advice follows, detailing how to refine a broad market into a precise Ideal Customer Profile, with insightful examples from the cyber startup landscape. This targeted approach helps entrepreneurs better identify and connect with their true customers.
Nov 11, 2025 • 49min
Steve Davis BDR - CEO
Steve Davis, the experienced CEO of Provarity and former CRO, discusses vital strategies for startups in the current landscape. He emphasizes doing more with less through cost discipline and automation. Steve shares insights on tailoring AI for personalized outreach and the importance of human input in the process. He also reflects on his global business experiences, highlighting the cultural nuances of international expansion. The conversation provides actionable advice on optimizing sales and navigating the complex B2B SaaS market.
Nov 4, 2025 • 51min
Anthony Erickson - Tech Spend & New Logos
In a thought-provoking conversation, Anthony Erickson, a seasoned expert in tech growth, shares insights on the importance of acquiring new logos for revenue success. He discusses the need for sales leaders to justify tech spend with tangible ROI and emphasizes the shift from land-and-expand strategies to proactive hunting for new clients. Anthony highlights the crucial role of metrics in choosing effective go-to-market models and warns that retention is challenged by rising churn rates. Tune in for invaluable advice on navigating today's tech landscape.
6 snips
Oct 22, 2025 • 49min
JD Miller -Board Communication, CRO Character & AI
In this engaging discussion, JD Miller, a seasoned sales executive and author, dives into vital insights for Chief Revenue Officers. He emphasizes the importance of effective board communication, arguing it's often the root cause of short tenures. JD suggests transforming the board from an adversary to an ally, using transparent updates to build trust. He also highlights essential CRO traits, such as data literacy and emotional intelligence, while discussing AI's role in enhancing sales without replacing human connection. A must-listen for anyone in sales leadership!
