The Science of Scaling: Using Data to Decide When -- and How Fast -- to Scale Revenue

In The Science of Scaling: Using Data to Decide When―and How Fast―to Scale Revenue, the Co-Founder of Stage 2 Capital, Senior Lecturer at Harvard Business School, and Founding Chief Revenue Officer at HubSpot, Mark Roberge, delivers a scientific, data-driven approach to answering critical business questions for companies seeking to scale. Roberge defines every stage of the scale lifecycle, establishes quantifiable metrics for each stage, explains the signals leaders should look for before they move to the next stage, and walks you through the optimal go-to-market design of each stage.

The author draws on the go-to-market experiences of hundreds of startups from the last decade, identifying five specific issues as the most common causes of failed attempts to scale. He discusses each one and explores effective solutions you can implement in your firm to address each challenge.

The Science of Scaling demonstrates how to avoid premature focus on top-line revenue generation as opposed to consistent customer value creation. It explains how to generate a data-driven definition of product- market fit and shows you how to use that definition to hire the right salespeople―and equip them with the right information― allowing you to position your product using the right capabilities.

The book offers a compelling argument for not front-loading sales hires at the beginning of the year and offers a paced strategy to be implemented throughout the year. Finally, Roberge explains how to identify an enduring competitive advantage you can sustain indefinitely and how to differentiate those from temporary advantages likely to disappear as the market adjusts.

Perfect for entrepreneurs ready to scale their companies, The Science of Scaling is an essential guide packed with reliable data and actionable strategies you can apply today.

PRAISE FOR THE SCIENCE OF SCALING

“Scaling should be about science, not speculation.Mark gives founders the formula.”
―DHARMESH SHAH Co-Founder and CTO at HubSpot

“Essential reading for anyone scaling a business. Mark distills complexity into actionable insights that actually work.”
―ALIISA ROSENTHAL Founding Sales Leader at OpenAI

“If you want to build a company that lasts, not just grows fast, read this book.”
―JOSH KOPELMAN Founder of First Round Capital

“A scientific approach to scaling that founders, investors, and founding CROs can all rally around.”
―RON GABRISKO Founding CRO at Databricks