The Revenue Lab

Daphne Costa Lopez, Director of Customer Success at HubSpot, shares her extensive experience in customer success, discussing the evolution of customer success metrics, the importance of onboarding, and strategies for driving customer growth. We cover: Transitioning from churn and happiness metrics to revenue retention The significance of customer outcomes as leading indicators The impact of effective onboarding on customer retention Strategies for driving customer expansion and growth You can find more information about Daphne here: ⁠https://www.linkedin.com/in/daphnecostalopes/⁠  RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer⁠Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠Weflow: ⁠https://www.getweflow.com⁠ Marker: (00:00:00) Introduction (00:01:17) Daphne's Background (00:07:31) Evolution of Customer Success Metrics (00:14:39) Importance of Onboarding (00:19:06) Customer Outcomes and Value Metrics (00:24:00) Strategies for Customer Expansion (00:28:56) Effective Renewal Management (00:35:30) Final Thoughts and Advice

Joachim, Chief Revenue Officer at Parloa, shares his experiences from leading Salesforce in the German-speaking region to his current role at Parloa. He delves into lessons learned at Salesforce, the importance of customer focus, and strategies for driving hyper-growth in the tech industry. We cover: Transitioning from Salesforce to Parloa Key lessons learned at Salesforce The importance of customer focus and trust Strategies for effective hiring and team building Driving pipeline and managing channel partnerships You can find more about Joachim right here:https://www.linkedin.com/in/joachimschreiner/ RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerWeflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:17) Joachim's Background (00:07:31) Lessons Learned at Salesforce (00:14:39) Transition to Parloa (00:19:06) Customer Focus and Trust (00:24:00) Effective Hiring and Team Building (00:28:56) Driving Pipeline and Channel Partnerships (00:35:30) Final Thoughts and Advice

Christian Reichert, CRO at Vimcar, shares insights from his journey at Salesforce, ProductsUp, and Vimcar. We discuss how to run a customer-centric GTM motion and ways to avoid GTM bloat. We cover: Why Go-to-market teams are bloated How to run a customer-centric GTM motion Why sales forecasting is broken for most revenue teams Asking the right questions in the forecast meeting You can find more information about Christian here: https://www.linkedin.com/in/reichertchristian/  RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:17) Christian's Background (00:07:31) Journey from Salesforce to ProductsUp (00:14:39) Transition to Vimcar (00:19:06) How to run a customer-centric GTM motion (00:24:00) Effective pipeline management & forecasting (00:35:30) Final Thoughts and Advice

Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us. We cover:  Six essential models to create recurring revenue How to establish a common data language in your org Basic rules for different stages of scaling  Jacco’s book can be found here: ⁠https://shop.winningbydesign.com/products/revenue-architecture-text-book⁠  ⁠https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/⁠  You can find more information about Jacco here:  ⁠https://www.linkedin.com/in/jaccovanderkooij/⁠  RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/⁠ Weflow: ⁠https://www.getweflow.com/⁠  Marker: (00:00:00) Why Jacco wrote "Revenue Architecture" (00:02:09) How markets have shifted (00:03:53) GTM motions & measuring profitability (00:11:03) Rules for different stages of scaling  (00:17:41) 6 models to create recurring revenue (00:22:55) How to establish a common data language (00:32:13) Navigating a jungle of different GTM motions

Today’s episode with Jeff Ignacio is all about forecasting.  Jeff wrote three articles encompassing 17 questions about forecasting — and we walk you through all the key learnings. We cover:  What an effective forecasting process looks like Pitfalls of different forecast types How to measure pipeline hygiene Jeff’s articles can be found here: 1. ⁠https://revengine.substack.com/p/lets-run-it-back-with-forecasting⁠  2. ⁠https://revengine.substack.com/p/lets-run-it-back-with-forecasting-5da⁠  3.⁠https://revengine.substack.com/p/lets-run-it-back-with-forecasting-076?utm_source=publication-search⁠  You can find more information about Jeff here: ⁠https://www.linkedin.com/in/jeffbethechange/⁠  RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/⁠ Weflow: ⁠https://www.getweflow.com/⁠  Marker: (00:00:00) The right forecasting cadence (00:04:58) Pitfalls of weighted forecasts & how to do it right (00:10:18) How to measure pipeline hygiene (00:16:17) Forecast rollups (00:20:17) What a good forecasting process looks like  (00:25:41) Handling big deals in forecasting

Frank Piotraschke is a true GTM veteran. In this episode, he shares how he scaled various revenue teams and how he solved the biggest challenges along the way. What you’ll learn in this episode: How to scale revenue to 400+ people Pipeline generation at SoSafe How to measure pipeline health You can find more information about Frank here: ⁠ https://www.linkedin.com/in/frankpiotraschke/  RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠  Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/  ⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/  ⁠ Weflow: ⁠https://www.getweflow.com/⁠  Markers: (00:00:00) Biggest challenges when scaling (00:08:36) Pipeline generation at SoSafe (00:13:50) How to scale from 0 to 10M+ (00:19:20) Metrics (00:22:38) How to close deals (00:27:49) Identifying pain (00:30:14) Biggest learning from hiring from 40 to 400 people (00:35:46) Final questions/tips

Björn gives valuable insights into growing SaaS companies to their first 5M, while shedding light on how to find Product Market Fit, and what Björn calls ‘Product Segment Fit’.  What you’ll learn in this episode: Why is Björn focused on the phase 0.5-5M? How to find Product Market Fit How to know you’re ready for expansion & find Product Segment Fit You can find more information about Björn here: ⁠ https://www.linkedin.com/in/bjoernwschaefer/  RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠  Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/  ⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/  ⁠ Weflow: ⁠https://www.getweflow.com/⁠  Markers: (00:00:00) Why the phase 0.5-5M ARR? (00:03:34) How do you define Product Market Fit? (00:05:52) What is Message Market Fit & how do you improve it? (00:13:32) What is Product Segment Fit & how do you achieve it? (00:15:56) Signs for missing Product Segment Fit (00:22:46) Signs for revenue expansion (00:29:35) How to quantify your solution

Mark has an incredible wealth of experience in scaling companies, including recently scaling Akeneo from 0 to 100 Million. In this episode, Mark shares his key learnings from his career journey: What are the stages of scaling from 0 to 100 Mio? The first steps on the way to 50 Mio and beyond Early signals to reduce risky scaling decisions You can find more information about Mark here: ⁠ https://www.linkedin.com/in/markholenstein/  RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠  Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/  ⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/  ⁠ Weflow: ⁠https://www.getweflow.com/⁠  Markers: (00:00:00) Mark’s career Background (00:06:03) Stages of scaling from 0 and 100 Mio (00:13:05) Mark’s sweet spot to join scaling companies (00:22:28) First steps to successfully scale (00:28:02) Early signals that the company is ready to scale (00:35:51) Last insights to scaling & key career advice

Robert scaled Camunda’s GTM motion for over a decade. In this episode of The Revenue Lab, he’ll share his learnings and best practices with you: Camunda’s sales process Pipeline generation at Camunda Running a highly accurate forecast process Robert’s key sales metrics  You can find more information about Robert here: ⁠https://www.linkedin.com/in/robert-gimbel-gtm/ RevOps Letter: ⁠https://www.getweflow.com/revopsletter⁠  Janis on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer/  ⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/janiszech/  ⁠ Weflow: ⁠https://www.getweflow.com/⁠  Markers: (00:00:00) Camunda’s GTM motion (00:06:28) Opportunity criteria (00:13:50) The most important part in the sales cycle (00:18:17) Forecasting setup (00:24:05) Increasing predictability (00:25:37) Key sales metrics (00:31:07) Most important learnings

Ben Beivers has scaled Remerge's GTM motion to >$100M in revenue. In this episode of The Revenue Lab, we discuss his learnings along the way: Remerge's GTM motion & Pipeline gen The ideal seller profile Ramping & retaining top talent Compensation RevOps & Internationalization You can find more information about Ben here: https://www.linkedin.com/in/benjaminbeivers/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/ Markers: (00:00:00) Introduction (00:02:57) Remerge's GTM motion (00:05:17) Pipeline generation (00:09:45) Ideal seller profile (00:12:57) Ramping & retaining talent (00:16:41) Incentivation (00:25:56) Transparent compensation (00:27:59) RevOps & Internationalization (00:36:28) Top learnings

Seth DeHart has advised 85 B2B SaaS with building and optimizing their sales engines after he led revenue teams at Revinate and Framer. In this episode of The Revenue Lab, Seth shares the most common GTM mistakes he saw while scaling from 0 to $10M in ARR: Common GTM scaling mistakes When & how to make the first sales hires (Mis-)judging product-market fit You can find more information about Seth here: https://www.linkedin.com/in/sethdehart/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/ Marker: (00:00:00) Scaling from 0 to 10 million (00:08:33) Founder stop selling too soon (00:09:22) First sales hires (00:14:45) Comp for first sales hires (00:16:50) Ramp time for founding AE (00:20:49) Hiring by company stage (00:24:16) (00:23:11) Misjudging product-market-fit (00:27:33) Managing sales capacity

In this episode, Janis Zech interviews Kyle Parrish, the VP and GM at Mixmax, about his career journey and his approach to annual planning, discovery, and building top-performing sales teams. What you’ll learn in this episode: Why Kyle would get rid of annual planning in Start-Ups & Scale-Ups How to set up a solid board & hire top-performers Kyle’s approach to discovery, multi-threading, quantification & comp.  You can find more information about Kyle here: https://www.linkedin.com/in/kyle-parrish/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/ How would you approach your career if you could start over?  (00:02:42) Why to get rid of annual planning (00:05:31) Setting up a solid board (00:09:00) How to approach discovery (00:13:44) What's your take on multi-threading? (00:18:43) Quantification (00:23:50) What do you look for in hires?  (00:32:00) What is your approach to comp?  (00:33:44) Biggest Learnings

In today’s episode Tibor tells you how to build scalable revenue engines that learn faster than the Enterprise sales cycle. What you’ll learn in this episode: How does Zeotap define the ideal seller profile? What are early indicators to see if somebody was a good hire or not? How can you make sure that the people know the ICP and follow it? You can find more information about Tibor here: https://www.linkedin.com/in/tiborstefanger/  RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer/ Philipp on LinkedIn: https://www.linkedin.com/in/janiszech/ Weflow: https://www.getweflow.com/  Marker: (00:00:00) Introduction/What is super important to know about Enterprise sales? (00:01:51) Give us an idea at Zeotap: How do you learn faster than the sales cycle? (00:03:41) How do you define your ideal seller profile at Zeotap? (00:09:14) What are early indicators to see if somebody was a right hire or not? (00:14:19) What do we have to know about the ideal customer profile? (00:19:27) How do you make sure that people know the ICP and follow it? (00:24:00) What are the main channels you're using? (00:34:10) What are your Top 3-Learnings? (00:36:18) What are the Top 3-Metrics you look at? (00:37:04) What was the largest deal you ever worked on?

The Revenue Lab Podcast, hosted by Janis Zech, CEO of Weflow, is dedicated to the art and science of scaling SaaS companies from $1 million to $100 million in revenue. Janis Zech, a multi-time founder and investor in B2B companies, shares weekly insights from revenue leaders of fast-growing B2B companies and explores how they scale their revenue motions. The podcast aims to help overcome the challenges of finding the right market access and successfully scaling from 1 to 100 million in revenue.