The Revenue Formula

Outbound is 3x harder than it used to be.We dig into what's happened, and what you can do to make it work.(00:00) - Introduction (01:30) - Challenges with outbound right now (04:39) - The most prevalent channel (11:08) - What it means now (15:29) - Get the message right (19:06) - Let's cut it (25:46) - Are you still a fit? SourcesPipeline from sales development (Ray Rike)1000-1400 touchers per opp (Jeremy Donovan)

Kyle Poyar, Operating Partner at OpenView, discusses the power of pricing as a growth lever. They explore steps to change pricing, where to anchor pricing, how to stick the landing, and common pricing mistakes. They also touch on pricing on the website and the difficulties of gathering accurate private company metrics.

Product led growth (PLG) has been all the rage. But lately, a lot of things have happened in this space.Airtable "ditched" PLG and Insight Partners published some interesting stats comparing PLG with non-PLG companies.So today, we discussed PLG as another motion(00:00) - Introduction (02:39) - What's happened with PLG? (11:56) - PLG.. just another motion? (17:36) - Blending motions (21:04) - PLG + Outbound

What does the path to VP look like? What's the mindset, how do you impact the business - and what does strategy even look like?We talked with Sowmya about her experience becoming a VP of Revenue Operations.(00:00) - Introduction (02:55) - Sowmya's RevOps journey (06:52) - What does it mean to have strategy in the title? (09:09) - Unnoticed opportunities (15:18) - The advantage of experience (17:32) - Commercial or business background? (21:52) - So how do you become strategic? (27:04) - How do you go beyond tools? (35:40) - A growth mindset

The most durable companies have built a strong moat around their business.While many things can be copied, we dive into some of the things that aren't so easy to copy - giving you a competitive advantage.(00:00) - Introduction (03:45) - 1: Lock-in (06:10) - 2: Complex implementation (08:46) - 3: Integrations (11:52) - 4: Increased usage (17:04) - 5: Ecosystem (20:51) - 6: Enterprise (25:36) - 7: Brand (28:08) - 8: Multiyear (30:46) - 9: Economic moat

We grilled Dave Kellogg on planning in this episode.We get into why you shouldn't get any surprises, why you need a plan you can beat - and how to approach building a solid plan for next year.(00:00) - Introduction (04:15) - What sets great team apart right now (06:03) - Are you up to par? (10:02) - What can we learn from the dot com bust? (15:32) - What's a good number? (18:38) - Why you need to raise on an aggresive plan (22:10) - Planning requires discipline (27:04) - Assumptions (32:41) - Getting ahead of plan (34:12) - RevOps as the partner (39:09) - Allocating resources (44:07) - From plan to execution You can find Dave's blog here.

Today we walk through the top 4 excuses Toni has heard (and used) when hitting target gets difficult.While some are BS, a few actually reveal important insight.Today we get into 👇(00:00) - Introduction (01:50) - They're just lazy (10:09) - These opportunities are terrible... (16:31) - These inbounds... (20:56) - Just give me this one thing

From employee #75 to helping Drift become an over $1B valuation company, Sean Lane knows a thing or two about hypergrowth.In this episode, we talk to Sean about his RevOps journey and how to create a strategic team in fast-growing companies. Don't forget to listen to Operations with Sean Lane and check out his new company Minot Light Consulting.(00:00) - Introduction (00:42) - Meet Sean (01:30) - How Sean got into RevOps (07:09) - Expectations and misconceptions of RevOps (09:41) - What does "Strategic" RevOps actually mean? (15:59) - The fiscal year flip (26:07) - Planning is hard (33:22) - What does a high-growth RevOps team look like? (36:06) - Talking with your peers (41:52) - Wrapping up

Benchmarks are generally speaking not really helpful. And unfortunately, many are using them the wrong way - causing a lot of problems.That's why we discussed benchmarks - and when it does make sense to use them (and how)(00:00) - Introduction (04:01) - Benchmarking (06:40) - Misled by benchmark (11:51) - People ratios (16:40) - Pipeline coverage (20:13) - Same metrics, different meaning (22:25) - The only good thing

How do you cultivate an efficient GTM engine? And what has Sam learned from building Pavilion and the community?In the episode, we get into:(00:00) - Introduction (05:48) - Culture and challenges (09:40) - The curated signs of an efficient gtm engine (16:29) - AEs = more revenue? (19:42) - Why sales gets all the love (24:28) - Alignment (30:48) - Free money created bad behaviour (32:32) - Going broad vs specific (TAM) You can check out GTM23 here and Pavilion here.