Are You Ready to Scale Sales? How Fast?
These two questions are mission critical to the success of any startup, product launch, or market expansion. Yet, too often we rely on gut feelāor let irrelevant signals like a recent fundraise or comparisons to past unicornsāto drive our decisions.
The Science of Scaling offers a rigorous framework for founders, executives, and investors to calculate the answers using their company's actual performance dataānot wishful thinking.
Drawing on insights from hundreds of startups over the past 25 years, Mark RobergeāFounding CRO at HubSpot, Senior Lecturer at Harvard Business School, and Co-Founder of Stage 2 Capitalāreveals the five most common reasons revenue acceleration efforts fail:
- Premature focus on top-line revenue over consistent customer value creation
- Inadequate, non-data-driven definitions of product-market fit
- Misunderstanding the GTM capabilities needed before hiring salespeople
- Front-loading sales hires instead of pacing hiring based on readiness
- Confusing temporary spikes with lasting competitive advantage
Whether you're a founder starting to scale, an investor guiding your portfolio, or a GM launching a new product, The Science of ScalingĀ is your operating manual.
Don't guess. Don't gamble. Scale scientifically.