Apr 09, 2022
In Welcome to the Forum
This is the moment every startup has to face on its path to market: when to scale and how fast to go. What type of information motivates this decision: is it subjective and qualitative, or objective and quantifiable? It's the classic conflict: left brain versus right brain; art versus science. Mark Roberge knows what he prefers. An engineer by training, in situations of pressure, he tends to “lean into the quant”. It's an approach that served him well throughout building the HubSpot sales team, where he served as CRO for nine years. This experience led to his bestselling book, The Sales Acceleration Formula .Applying data and science to scaling has become easier due to Latest Mailing Database the shift that has taken place in the software industry over the past 15 years from outside sales to inside sales. This created large amounts of data for racing teams. Yet in Mark's experience with and mentoring startups, he's discovered that many entrepreneurs value intuition over information. Or, even if they lean towards the latter, they often don't use the Latest Mailing Database right metrics. This causes them to overlook common risks that start-up businesses face. These risks can be fatal: Mark found a 75% failure rate for Series A and Series C startups (as he presented at his 2019 Sarastro talk. ) Now, as a senior lecturer at Harvard Business School and VC with Stage 2 Capital , Mark is once again delving into the quant, identifying a more data-driven perspective on questions of when and how fast to move. Intercom's Kate O'Hanlon recently sat down with Mark to talk about his approach to scaling and why it's a mistake to think the formula for success is simply to adapt to the product market and then add sales representatives. Listen to the full episode above or check out Mark's main takeaways below. A data-driven framework for scaling Mark's latest eBook, The Science of Scaling , outlines a specific framework for success. This approach has been the Latest Mailing Database foundation of Stage 2 Capital's method of guiding entrepreneurs and new businesses through the scaling process. The framework consists of three elements: product-market fit, market-market fit, and growth and moat. Mark thinks product-market fit by itself is not enough because it is too subjective. Even today, when he asks students to define it, he hears a variety of responses such as "when I hit a million in sales, I'm market-fit for the product.