Jeremey Donovan public
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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 foc ...
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We asked Jeremey: How does RevOps help businesses right now switching from growth at all costs to efficient growth? We got into a bunch - how prospects are like fish. Will AI help?. A "moneyball" approach to hiring - and much much more. (00:00) - Introduction (02:49) - Fish are like prospects (04:49) - Meet Jeremey (06:13) - What does efficient gro…
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We all want to grow faster, but there's a pretty important team to work with to do that - finance. We get into how finance looks at the GTM and much much more (00:00) - Introduction (02:32) - Look at the cash being burned (07:26) - Asset or liability (11:29) - What it means for the GTM team (13:32) - Not running out of money (22:43) - What finance …
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A pivot. One motion - and relentless focus. That's just some of the ingredients Manny Medina shared on how Outreach grew to $100M and beyond. In the episode we get into: (00:00) - Introduction (02:13) - Meet Manny (03:45) - Outreach's first motion: Outbound (09:30) - Outbound isn't dead (12:22) - AI changing the outbound game (16:14) - Scaling at 0…
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Everything has been cut and more will be cut. Cost is more expensive, we need to be super efficient but we still want growth. Phew.. What are we to do? Less, that's what. In this episode, we walk through what you can do less of, and how it'll help you grow (faster). (00:00) - Introduction (02:37) - We're starting to do less (05:47) - More deals wit…
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SaaS is being completely reset following the era of growth at all costs. But what's happening, how can you adapt and what's to come? This is exactly what we discuss with Jacco van der Kooij, founder of Winning by Design. (00:00) - Introduction (01:03) - Meet Jacco (05:02) - Pricing is no longer sust nable (07:51) - We're in a moment of change (13:4…
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The one metric that shouldn't go up and to the right is CAC Payback, and it's doing exactly that. Rather than trying to fix CAC, there's another solution. (00:00) - Introduction (02:53) - CAC Payback (05:59) - Look beyond CAC:PB (09:13) - Drawback of CAC:LTV (10:50) - How do you get there? (15:00) - The other thing is product (19:20) - What have yo…
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How do you get to this first million in revenue? And what does the journey past 10 look like? That's what Steffen from Synthesia shared with us. In the episode, we got into: (00:00) - Introduction (02:28) - Meet Steffen (03:47) - The backstory (09:58) - The first million (service revenue) (14:27) - The first first million (subscriptions) (19:11) - …
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It's no longer land and expand - it's land and maintain. But what can you realistically do to fix your NRR? In this episode, we share 4 practical tips that'll help (00:00) - Introduction (04:27) - Expansion ladder (11:32) - What have you done for them lately? (16:38) - Involve the customer (20:35) - Take a hit on newbiz MRR (27:05) - Tripple down o…
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How often do you visit a SaaS website and have literally no clue what they do despite multiple attempts? We'll, that's a surefire way to decrease your overall performance. So we invited Anthony from Fletch to help fix it - we focused on the difficulties especially surrounding being multi-product or segment. (00:00) - Introduction (01:33) - Meet Ant…
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Whether you're at $2, $10 or $20M ARR - if you want to add outbound as a motion, this episode is for you. We dive into the sequence here: (00:00) - Introduction (05:55) - 0-$1M - Founder led (09:55) - How to assess it (12:29) - $1-2M - The first SDRs (20:59) - $2-10M - Many SDRs (28:51) - +$10M - The factory Mentions Sam Blond & Ashley Kelly discus…
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How does a company scale after raising funds? And what changes are necessary to maintain a stellar go-to-market? That and much more we discussed with Catie Ivey, CRO at Walnut. (00:00) - Introduction (00:48) - Meet Catie (05:05) - The setup (10:03) - Finding GTM fit (15:38) - Scaling outbound (18:07) - The rituals (27:43) - The culture of problem s…
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There's a lot of things you couldn't scale - until today. In this episode we discuss how AI can remove some of your limiting beliefs and let you scale things that you couldn't before. (00:00) - Introduction (04:27) - It's all focused on output (08:01) - Quality increase for SDRs (13:37) - Faster ramp (20:04) - AEs: Ramp, training & research (28:59)…
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Is your GTM broken? What do you even look for? Why does it matter? That's just some of the points we cover in this episode. Besides giving you four clear things to look out for - we also share some solutions. The outcome? You should see improved performance & efficiency. (00:00) - Introduction (03:09) - The stakes (08:35) - Disconnected operations …
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Is it time to add another GTM? Dave told us before recording "not until after $10M ARR". So of course, we discussed that and much more. We went through the process of establishing different Go-To-Market (GTM) strategies - including the importance of testing and tailoring strategies to match audience behavior, considerations when transitioning from …
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Even in good times, you're slowly falling out of PMF. Inspired by Jason Lemkin, we dive into the signs you need to watch out for, to avoid losing product-market fit. Sure, you might have been hired after PMF was achieved - but it's still your problem, especially if you're in the go-to-market team. In the episode, we get into: (00:00) - TRF - 088 - …
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Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we seek to understand what the top 1% of sales teams are doing. How do they operate? How are they managed? This and more we discuss with Kevin "KD" Dorsey, SVP of Sales and Partnerships at Bench. (00:00) - Introduction (01:51) - Meet Kevin KD Dorsey (03:3…
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Thinking about raising quotas? Or being forced to? Then there's a couple of questions you need to ask yourself first. Because if you can't answer them, you'll be in trouble when the sales team asks them. (00:00) - Introduction (03:07) - Do we raise quotas (08:30) - How do you even dare to raise quotas? (10:52) - How many make quota? (13:56) - What …
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What does it take to make it to IPO? What happens inside the company to the build up? Those were just some of the things we talked with Robin Daniels about. And he knows, because he's taken part in 2,5 IPOs. (00:00) - Introduction (02:15) - Meet Robin (02:17) - Meet Robin Daniels (03:04) - 1 week out (12:06) - 1 out of 100 went to IPO (15:35) - Bar…
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Who really owns GTM, and what are the symptoms when you don't really have someone leading it? This and much more we discuss in todays episode (00:00) - Introduction (03:06) - Who owns your GTM? (04:42) - The RevOps hype (08:45) - Conequence 1: Marketing produced more low quality MQLs (13:48) - Account management upsell (15:03) - Who moved the chees…
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What is Nearbound really? How can you use it, and should you? Those are just some of the questions we asked Jill Rowley who's currently building this new category. (00:00) - Introduction (01:15) - Meet Jill (03:11) - How she stumbled into marketing automation (05:27) - Social selling (07:53) - Surround strategy (11:29) - Nearbound.. What is it? (16…
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How do you expand to a new market? When is the time right? How do you not burn a ton of cash? That's exactly what we discuss in todays episode (00:00) - Introduction (01:40) - Scrappy international (04:04) - Why should you even cross the border? (08:24) - Start with reps (10:26) - Opening up locally (14:04) - When is it time? (20:53) - Finding arbi…
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In this episode, we sit down with Thomas Neergaard Hansen, President at Amplitude, to delve into the critical role of face-to-face interactions in today's customer-centric world. (00:00) - Introduction (01:25) - Meet Thomas Hansen (11:07) - People have forgotten about face-to-face (17:58) - The customer-centric market motions (32:59) - Build the pr…
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How do the biggest engineering projects in the world avoid potential disasters? They create a digital replica to address problems before they become problems. Stealing from the world of engineering, in this episode, we walk you through how you can create a digital twin of your GTM engine in order to help you focus on execution. (00:00) - Introducti…
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There are 5 kinds of ROI software provides - and understanding the difference is critical. With Sangram, we discuss that and much more (00:00) - Introduction (01:32) - Say hello to Sangram Vajre (04:48) - Buyers and ROI (07:10) - 5 types of ROI (10:41) - The ROI of slack (17:36) - What ROI do we provide? (21:18) - Changing ROI profile (30:26) - ROI…
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Having talked with lots of companies, we're still being asked how to make sales work, or at least work better. So today, we dive into the top 3 signs that sales is broken - and what you can do to fix it. (00:00) - Introduction (02:53) - The signs (05:08) - Trust and accountability (11:22) - Commitment (17:08) - Conflict (27:00) - Bonus: Bowtie…
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Our friends over at winning by design is about to drop new research - suggesting that we might just have lost GTM fit. In todays episode, we discuss the research, and as usual what companies can do about it. (00:00) - Introduction (03:49) - Loss of go-to-market fit? (06:25) - Why did we lose it? (15:52) - What do we do now? (17:11) - Cut strategica…
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Today we talk with Norman about two unconventional underdogs, Google and Uberall, and how they changed the perception. We get into: (00:00) - Introduction (02:13) - Meet Norman (07:20) - Google, the underdog (11:25) - People didn't care about search, but.. (20:26) - Uberall - another underdog (27:14) - Because of us or despite of us (30:17) - Beyon…
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If sales reps only spend 1/3 of their time selling... What are they doing with their time? And how can you fix it? Also.. Maybe people don't know what selling entails? Irregardless, we dive into: (00:00) - Introduction (01:56) - Just 30% of time spent on selling?! (06:43) - Find out the status (11:21) - Eleminate (15:38) - Delegate (23:27) - Simpli…
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It's time to wrap the year - and what better way than to revisit some of the great conversations we've had with our guests. In this episode, you'll hear: (00:00) - Introduction (04:43) - Sales forecasts suck (06:32) - RevOps aren't system admins (09:13) - Jacco van der Kooij: Recurring revenue (12:58) - Chris Walker: You're gonna cheat (17:42) - Ky…
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How do you get more predictive and more foresight? You make GTM forecasting a part of your rituals. And that's exactly what we discuss in todays episode (00:00) - Introduction (03:42) - How to use a GTM forecast (08:57) - Making it a ritual (14:47) - Next quarter (18:53) - Foresight in Marketing (24:32) - A different view into sales (29:20) - The f…
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What does it look like inside the engine room of a hypergrowth company? That's exactly what we discussed with Arun Mani, CRO at Pleo. (00:00) - Introduction (01:43) - The atypical CRO (04:40) - The pains of hypergrowth (07:53) - Running a matrix Organization (15:14) - Context switching (17:26) - Managing the growth (20:22) - The big problem: GTM ex…
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Lots of succesfull companies were built on OK customers, an OK team and with an OK infrastructure. Today, that's not enough. We cover the latest benchmarks from OpenView, and discuss what it means. (00:00) - Introduction (01:49) - New benchmarks out - Execution is the problem (05:00) - CAC:PB and ARR per FTE (07:33) - Easy days are gone (14:57) - C…
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Whether you've just started annual planning now or are already done (lucky you) - you should consider running an assessment of your GTM. It'll help you find problems you didn't even know about. That's why we brought in Anders who's done lots of those. (00:00) - Introduction (01:35) - Meet Anders (03:04) - What it is and why it matters (08:14) - Whe…
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Sales forecast have little to do with revenue growth. It's a great method for coaching and training - but not managing revenue growth. We discuss the limitations - and what you can do instead to manage revenue. (00:00) - Introduction (01:37) - The sales forecast (05:49) - This is what the salesforecast is for (08:21) - Tunnel vision (11:56) - The G…
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When there's an endless to-do list and lots of requests, how do you prioritize changes to the business? And how do you get those changes done? That's what we talked with Sandy Robinson (SVP of RevOps at Patra) about. (00:00) - Introduction (04:52) - Meet Sandy (13:35) - What was the purpose of RevOps? (16:49) - Beneath the surface (18:36) - Driving…
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Ever wondered why some public tech companies beat target and raise guidance? Today we talk about the practise to follow in order to build a plan you can beat - so you can raise target and build momentum. (00:00) - Introduction (04:47) - It starts with targets (07:30) - Confidence level and balance (11:38) - Isn't it unambitious? (13:33) - Give a di…
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Hypergrowth comes from existing customers - and you have three growth levers to pull with customer success. We talked with Dan Steinman, Chief Evangelist at Gainsight about those levers. (00:00) - Introduction (07:00) - How do you grow through your customer base? (10:16) - Why don't we celebrate customer revenue? (13:04) - A leap of faith (16:47) -…
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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? Sources Pipeline from s…
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There's a growth lever you should know about: Pricing. We geeked out on pricing with Kyle Poyar, Operating Partner at OpenView to lay out how you can grow through pricing. In the episode, we got into 👇 (00:00) - Introduction (10:41) - The scary growth lever (17:42) - The steps to change pricing (25:02) - Where do you anchor pricing? (27:07) - How d…
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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 anoth…
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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 opport…
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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) -…
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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…
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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…
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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. (…
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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…
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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) -…
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Software is bad. It makes RevOps look like system admins. But also, software is also good. In fact, it's very much needed. That's why we decided to cover how to approach buying software. In the episode, we cover: (00:00) - Introduction (02:51) - Buying software (04:40) - Text book purchase (10:30) - The wrong way to do it (11:10) - Forcing function…
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What can you really do to lift the performance of your sales team? That's exactly what we discussed with Chris Orlob, who was part of taking Gong from $200K to $200M in ARR. In the episode, we get into: (00:00) - Introduction (02:44) - Why quota attainment is down (06:06) - Why sales takes longer today (08:32) - How do you solve the problem? (10:48…
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