The Science of scaling
Despite the high stakes, it amazes me that these decisions are approached by management teams and boards with qualitative instincts rather than data-driven science.
Over the last few years, I have worked with early stage ventures as an investor, operator, and board member to provide more rigor behind these decisions. The output of the work is summarized in the three phase sequential framework below.
The framework includes quantifiable milestones defining when phase achievement occurs and illustrates how key go-to-market decisions, such as price, hiring profiles, and sales process, evolve as progress is achieved.
Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
