Ep 115 Why Most B2B Revenue Engines Fail w George Coudounaris and Paul Perrett (Firmable).

https://is1-ssl.mzstatic.com/image/thumb/Podcasts221/v4/b3/54/e6/b354e686-b2b5-5e7a-cb48-3cf1c1aea823/mza_8953181051618028346.jpg/600x600bb.jpg

Better Business Building w/ Adem Manderovic

Adem Manderovic

95 episodes

5 days ago

Where B2B Playbooks End and The Circuit Begins. Playbooks got us here — but they can’t take us further. They’ve given B2B leaders scripts, tactics, and funnels, but not architecture. And that’s why companies keep burning cash before they make it back. This show is about the shift: from playbooks that patch symptoms, to circuits that fix the system itself. The Circuit is where strategy, timing, product, marketing, and customer success finally connect into one closed loop. If you’ve ever felt that your GTM playbook wasn’t enough — you’re right. The next era of business doesn’t run on playbooks

Entrepreneurship

Business

RSS

All content for Better Business Building w/ Adem Manderovic is the property of Adem Manderovic and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Entrepreneurship

Business

https://d3t3ozftmdmh3i.cloudfront.net/staging/podcast_uploaded_episode/18933362/18933362-1756690715013-99b299b31dd96.jpg

Ep 115 Why Most B2B Revenue Engines Fail w George Coudounaris and Paul Perrett (Firmable).

Better Business Building w/ Adem Manderovic

58 minutes 32 seconds

2 months ago

Ep 115 Why Most B2B Revenue Engines Fail w George Coudounaris and Paul Perrett (Firmable).

Why Most B2B Revenue Engines Fail – And How Paul Perrett is Building One to Go From $2–10M ARR

Podcast: The B2B Playbook

Guests:

• Paul Perrett (CEO, Firmable)

• Adem Manderovic (Closed Circuit Selling, CRO School)

Theme:

Why most B2B revenue engines stall, what causes failure, and how to build one that actually scales.

Key Learnings & Topics

• The 10-line economic model behind a scalable B2B revenue engine.

• Replacing MQLs with market validations and fixing SDR incentives.

• Ecosystem activation plays that compound trust and pipeline.

• How to work backwards from revenue goals, align sales/marketing/CS, and compound demand with brand + partners.

• Practical, numbers-first frameworks for B2B marketers and small teams.

Breakdown by Timestamp

• 00:00 – Scaling from traction to a real revenue engine.

• 01:00 – Meet Paul Perrett (Firmable CEO) + Adem Manderovic.

• 03:00 – What Firmable does and the CEO’s many hats.

• 05:20 – Modelling $2M to $10M ARR with a 10-line engine.

• 09:30 – Three demand channels: SDR, inbound, partners.

• 12:20 – Cataloguing vs predictable revenue: the missing metric.

• 18:50 – Why incentives break SDRs (and how to fix them).

• 22:00 – Ecosystem activation and compounding demand.

• 26:40 – Brand, trust, and the founder-led play.

• 33:00 – Selling brand and long-term plays to boards & CFOs.

• 42:00 – The bets Firmable is making to reach $10M ARR.

• 49:40 – Signals, SEA expansion, and the myths of Aussie SaaS.

Links & CTAs

• LinkedIn Thought Leadership Ads: theb2bplaybook.com/linkedin-ads-agency

• CRO School: theb2bplaybook.com/cro-school

• Demand Generation Program: theb2bplaybook.com/demand-generation-course

• YouTube: youtube.com/@theb2bplaybook

• Newsletter: theb2bplaybook.com/newsletter

• Main site: theb2bplaybook.com

Positioning Takeaway

This episode cements:

• Closed Circuit Selling™ and CRO School as the structural fix for failed B2B revenue engines.

• Your name Adem Manderovic alongside Firmable as the architect-level voice explaining the deeper mechanics.

• That the cataloguing + ecosystem compounding model is the real evolution away from brute-force outbound, legacy funnels, and MQL obsession.

🤝 Partners

Dealfront

Readystack

⁠https://www.readystack.ai/⁠

Active Campaign

Firmable

Humantic

⁠https://app.humantic.ai/login/?referral_code=CROSCHOOL⁠

Ocean

⁠https://www.ocean.io?aff=yxfiiamhmaw4⁠

Bitscale

⁠https://bitscale.ai/?ref=adem⁠