The Revenue Formula
Toni HohlbeinToni talking about the data-driven GTM. Giving everyone access to an MBA in SaaS both in our Show and here in writing.
| Platform |  | Pricing | Only free issues | Publishes | Weekly |
|---|---|---|---|---|---|
| Issues | 71 | Founded | 2 years ago | Last Issue | 6 months ago |
| Active | |||||
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revenueformula.substack.comLatest Issues
Why no one cares about CS (w/ Mallory Lee)
Most teams think they’re customer centric, but the numbers say otherwise. They pour money into sales and marketing, then starve the one team responsible for keeping the revenue they already won. CS becomes the forgotten child. Renewals beco...
Three RevOps Truth you'll Hate to Hear
Last week I visited a 45 ppl RevOps team of a +300m ARR company.
After I did my part of talking about what RevOps can do to drive more impact, I opened the floor for questions.
Now, the real conversation started.
And here it goes:
“How...
For 2026, Don’t do more - Do better (w/ Koen Stam from Personio)
Most teams think the answer to next year’s growth is simple. Add more. More markets, more products, more outbound, more layers. The layer cake approach.
It looks clean in the spreadsheet. Each new motion gets a neat revenue line. Everythin...
In Excel, Everyone Hits Quota (w/ Scott Domareck)
Most misses in sales aren’t execution problems. They’re baked into the plan before the year even starts.
Every spreadsheet looks perfect in January. Every formula ties out. Every new headcount looks justified. But once reality hits, the cr...
Why most AI in your GTM is BS
Most “AI in GTM” is just lipstick on a broken funnel.
Vendors pretend they’re replacing your SDRs. Leaders pretend they’re “AI-powered” already. But when you look under the hood, most of what’s sold as GTM AI today is nothing more than a c...
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Authors
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2x Exited CRO and 2x Founder. Super focused on making your GTM smarter and leaner with AI. Dad of 2 boys and ... Podcast Host.
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