#6 Mark Roberge - Science of Scaling, finding North Stars in companies and careers.
March 9, 2021
Mark Roberge is the Managing Director at Stage 2 Capital, Professor at Harvard Business School, former CRO of Hubspot, where he grew the company from 0 to $100 million. The author of the “Sales Acceleration Formula” and “Science of Scaling,” and in this episode, he reflects on what to pursue professionally. In this episode, Mark provides a systematic approach to the very important questions if a company is going to be a unicorn or a dud.
When to scale the sales team? (if so)
How fast should we scale?
This episode is a must-listen if you are in product-market fit or ideas on how to scale faster as we dig into different parts of the business to find Go To Market fit. I hope you enjoy it.
Show Notes
1:10 - How does Mark decide on what to work on and pursue
8:22 - Lessons learned from the writing process
9:42 - How to narrow down problems and framework to address the problems
14:35 - What is the science of scaling?
18:50 - Use lead indicators as your north star, not revenue
22:00 - Going from product-market fit to Go To Market Fit.
- Defining Go To Market Phase with unit economics
27:00 - Diving deeper into different parts of Go To Market Phase
- Playbook
- Sales Hire
- Pricing - Risk of pricing too high
34:44 - How to model your customer success team
35:43 - When to scale and how fast?
39:23 - If you were to create your course for Entrepreneurship
40:03 - Last Question
Stuff Mentioned
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