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Rodrigo Fernandez has helped 400+ SaaS companies drive over $1B in self-serve revenue and he’s seen one problem kill growth over and over again: no one truly owns activation.

In this episode, Rodrigo breaks down:

• Why “activation” is almost always misdefined (and who should actually define it)
• How teams confuse activity with value — and what to track instead
• The fatal flaws in bottom-up metrics and AI gimmicks
• What a real product activation journey looks like (solar system analogy and all)
• Why most PLG stacks are noisy, bloated, and doomed from the start

If you're stuck at $10M and can’t see a path to $20M, this might be why.

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🎧 Browse more episodes: https://www.youtube.com/playlist?list=PLYOS40nvFZ65Yo4OnoJT2wVSqrnjCWDbt
📊 Databox is Modern BI for teams that need answers now. It offers the best of BI, without the complicated setup, steep price, or long learning curve. Try it free today! http://bit.ly/3RQg2wS

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

Most marketers are told: “Tie your plan to revenue.” But how?

In this fast-paced live episode, Sam Kuehnle (VP of Marketing at Loxo) breaks down a practical, no-fluff process for building a marketing plan that earns buy-in from leadership, aligns with sales, and actually hits targets.

No vanity metrics. No fake forecasts. Just real talk on what's working, what's not — and how to plan smarter.

In this episode, you’ll learn:

• How to calculate marketing’s share of company revenue goals
• What “bottoms-up” and “top-down” planning really look like
• Why most funnels leak at the demo-to-meeting stage
• How to avoid wasting budget on channels you haven’t proven yet
• The spreadsheet Sam uses to model all of this

This is your playbook if you're tired of MQL theater and want to lead with strategy, not guesswork.
🎤 Want more insights and stories from top GTM leaders? Join 14k newsletter subscribers here: http://bit.ly/46wZp17
🎧 Browse more episodes: Move the Needle Podcast
📊 Databox is Modern BI for teams that need answers now. It offers the best of BI, without the complicated setup, steep price, or long learning curve. Try it free today! http://bit.ly/3RQg2wS

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing.

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

What if the secret to hitting your sales targets isn’t hiring more reps – but adjusting just three levers?

In this episode, we sit down with Dougie Loan, Chief Revenue Officer at SourceWhale, to break down the simple but powerful sales planning formula that’s reshaped how his team forecasts growth. Spoiler: It has nothing to do with throwing more headcount at the problem.

Dougie walks through how his team shifted from boardroom wishful thinking to a data-driven forecasting model built on three core metrics: Qualified Held Meetings, Close Rate, and Average Deal Value. You’ll hear how they use this model to build annual plans, set realistic targets, coach reps, align marketing and sales, and even decide where to invest R&D dollars.

Watch the full interview to learn how Dougie:
- Replaced headcount-based forecasting with a repeatable, lever-driven model
- Redefined what actually counts as a qualified opportunity
- Aligns marketing and sales teams around shared revenue metrics
- Profiles churned vs. retained customers to refine their ICP
- Uses CS adoption scoring to drive renewals and upsell strategy