Revenue Brothers

Planning for Series A Success:

• Detailed execution plans can prevent overwhelm. Raul shares a framework for prioritizing tasks: focus on two key items at a time while de-prioritizing others.
• Start with foundational tasks like defining your Ideal Customer Profile (ICP) before scaling processes like CRM systems or advanced forecasting.

Saying No vs. Scaling Gradually:

• Toni and Raul discuss why outright rejection of ideas isn’t always feasible. Instead, adopt a level-based approach to progress incrementally while maintaining focus on the core.

Revenue Engine and Predictability:

• VCs value predictability in growth. Toni explains the importance of demonstrating a clear input-output relationship for scaling revenue efficiently from $2M to $10M ARR.
• Transparency around risks and uncertainties can foster better investor relationships and help control the narrative during funding discussions.

Execution and Performance:

• Experimentation is crucial, but commitment matters. Raul warns against superficial efforts (e.g., half-hearted PLG attempts) and advocates for thorough exploration of growth channels.
• The value of learning what works—and what doesn’t—on the path to Series A.

1. The Current Climate: Why So Challenging?

• Raul sets the stage with a candid reflection: "Why is everything so difficult, and what can we do about it?"
• Acknowledging 2023 and 2024 as tough years for many, Toni emphasizes the importance of moving beyond the "big whine" to identify actionable solutions.

2. AI Hype: Magic Button or Misguided Expectations?

• The promise and pitfalls of AI: While AI dominates VC funding and customer expectations, the hype often outpaces its practical applications.
• Toni critiques the trend of superficial AI strategies, warning that adding "AI" to a pitch isn’t a long-term recipe for success.
• Raul highlights the need for genuine value and strong ROI cases as the hype inevitably cools.

3. Sales Efficiency & Market Dynamics

• Pipeline struggles persist across industries, even as buyer behavior begins to stabilize.
• Toni observes a shift in buyer expectations: customers increasingly seek “magic” solutions and demand more from software providers.
• Raul sees a silver lining: rising expectations push companies to deliver better products, more personalized solutions, and stronger customer outcomes.

4. Decision-Making in Organizations: CEOs and CFOs Take the Lead

• Toni notes a tightening of decision-making power, with CEOs and CFOs often being the sole gatekeepers for major purchases.
• This shift makes it more critical than ever to craft messaging that resonates with top executives while addressing the needs of operational teams.

Stuck between building something that makes sense and chasing unicorn status? You're not alone.

In this episode, Toni and Raul get real about the growing number of founders who are saying "screw the metrics" and just building good businesses instead. But here's the catch - your investors signed up for unicorns, not profitable mid-size companies.

We're diving into this messy, often unspoken tension that's reshaping how founders think about success. Why are metrics suddenly taking a backseat? What happens when your definition of "winning" changes midway through the journey? And how do you navigate that awkward conversation with your board?

You're brand new in an organization and you have 90 days to figure out what's going wrong and what you need to fix now. How do you start?

In this episode, Raul and Toni run through how to run a proper GTM diagnosis.

• (00:00) - Introduction
• (01:15) - Live Podcast at Pakcon
• (02:40) - Reunion in Mannheim
• (05:21) - Understanding GTM Diagnostics
• (07:47) - Approaching Organizational Diagnostics
• (26:43) - Recognizing the Need for Diagnostics
• (31:20) - Final Thoughts

All your sales reps hit 150% quota, but cash flow is down, and churn is up. How can that be? It’s because your comp plans suck.

In this episode, we share the real (and often messy) stories behind sales compensation plans gone wrong - and what actually works.

Learn why "make it simple" is the hardest advice to follow, how to prevent gaming without complex rules, and why taking away commission is worse than never giving it in the first place.|