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- Wiley
More About This Title From Impossible To Inevitable: How SaaS and OtherHyper-Growth Companies Create Predictable Revenue, 2e
English
Break your revenue records with Silicon Valley’s “growth bible”
“This book makes very clear how to get to hyper-growth and the work needed to actually get there”
Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn't about magic. It's not about privileges, luck, or working harder. There's a template that the world's fastest growing companies follow to achieve and sustain much, much faster growth.
From Impossible to Inevitable details the hypergrowth playbook of companies like Hubspot, Salesforce.com (the fastest growing multibillion dollar software company), and EchoSign—aka Adobe Document Services (which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records.
- Pinpoint why you aren’t growing faster
- Understand what it takes to get to hypergrowth
- Nail a niche (the #1 missing growth ingredient)
- What every revenue leader needs to know about building a scalable sales team
There’s no time like the present to surpass plateaus and get off of the up-and-down revenue rollercoaster. Find out how now!
English
Aaron Ross founded PredictableRevenue.com, a consulting company that helps b2b companies triple sales growth & create self-managing sales teams. Aaron is also the founder of PebbleStorm, which is helping 100 million people "make money through enjoyment" by combining happiness and money.
Jason Lemkin is a Managing Director of Storm Ventures. At Storm Ventures, Jason focuses exclusively on early-stage SaaS/enterprise start-ups and helping them scale. He has led and/or sourced Storm’s investments in next-generation SaaS leaders including Talkdesk, Algolia, Pipedrive, Parklet, RainforestQA and Guidespark, as well as his own Storm-backed company, EchoSign (acquired by Adobe). He also serves an Advisory Board Member or investor in other emerging SaaS leaders, including Convertro (acquired by AOL), BetterWorks, AnyPerk, Retention Science, Showpad, FrontApp, Influitive, and Greenhouse.io. Jason is an acknowledged thought leader in SaaS through his creation of theSaaStr community for SaaS executives and founders.
English
Preface. Systematizing Success
Lessons from the World’s Fastest-Growing Companies
Part I: Nail A Niche
Chapter 1: “Niche” Doesn’t Mean Small
Are You Sure You’re Ready to Grow Faster?
How to Know If You’ve Nailed A Niche
Achieve World Domination One Niche at a Time
The Arc of Attention
Chapter 2: Signs of Slogging
Are You a Nice-to-Have?
Big Companies Suffer, Too
Case Study: Where Aaron Went Wrong
Your Current Strength Can Be a Future Weakness
Chapter 3: How to Nail It
Where Can You Be a Big Fish in a Small Pond?
Work through the Niche Matrix
Case Study: How Twilio Nailed A Billion Dollar Niche By Walking In Its Customers Shoes
The 20-Interview Rule
Chapter 4: Your Pitch
If You Were a Radio Station, Would Anyone Tune In?
Elevator Pitches Are Always Frustrating
They Don’t Care about “You”: Three Simple Questions
Part II: Create Predictable Pipeline
Chapter 5: Seeds—Customer Success
How to Grow Seeds Predictably
Case Study: How Gild Dropped Monthly Churn from 4 to 1
Case Study: Customer Service Excellence at Topcon
Chapter 6: Nets—Marketing
3 Uncommon Approaches Of Hyper-Growth CMOs
The Forcing Function Your Marketing Leader Needs: A “Lead Commit”
Corporate Marketing versus Demand Generation
Case Study: How Inbound Changed In 10 Years Between Scaling Marketo to $100M+ And Founding Engagio
Heroic Marketing: When You Have No Money and Little Time
Chapter 7: Spears—Outbound Prospecting
Where Outbound Works Best—and Where It Fails
Outbound Lessons Learned Since Predictable Revenue Was Published
Case Study: Outbound’s Role in Acquia’s $100 Million Trajectory
Case Study: How Sagemount Triples The Value Of a Company In 3 Years
Case Study: How Zuora Drives 60%+ of its Growth By Outbound, Even When Accounts Need Years Of Nurturing
Build an Outbound Program Right the 1st Time
Have You Been “Too Successful” at Inbound?
Chapter 8: What Executives Miss
Pipeline Creation Rate: Your #1 Leading Metric
The 15/85 Rule: Early Adopters and Mainstream Buyers
Why You’re Underestimating Customer Lifetime Value
Part III: Make Sales Scalable
Chapter 9: Learn from Our Mistakes
Growth Creates More Problems Than It Solves—But They Are Better Problems
Top 12 Mistakes in Building Sales Teams
Advice from the VP Sales behind LinkedIn and EchoSign
Chapter 10: Specialization: Your #1 Sales Multiplier
Why Salespeople Shouldn’t Prospect
Case Study: How Clio Restructured Sales in Three Months
Can You Be Too Small, or Too Big, to Specialize?
Specialization: Two Common Objections
Specialization Snapshot at Acquia
Chapter 11: Sales Leaders
The #1 Mis-Hire is the VP/Head of Sales
The Right VP Sales for Your Stage
10 Favorite Interview Questions
Chapter 12: Hiring Best Practices for Sales
Simple Hiring Tricks
When Doing Something New, Start with Two
The $100 Million HubSpot Sales Machine: Recruiting and Coaching Essentials
Case Study: How to Cut Down on Wasted Interviewing
Chapter 13: Scaling the Sales Team
If You’re Churning More Than 10% of Your Salespeople, They Aren’t the Problem
3 Ways to Cut Churn & Increase Sales Motivation While You Scale
Put Nonsales Leaders on Variable Comp Plans Too
Are Your Enterprise Deals Taking Forever?
Five Key Sales Metrics (with a Twist)
Chapter 14: For Startups Only
4 Phases of Hiring Your 1st Sales Team
Every Tech Company Should Offer Services
What Jason Invests In, and Do You Need to Raise Money to Scale?
What the Headcount of a 100-Person SaaS Company Looks Like
Part IV: Double Your Deal-size
Chapter 15: Deal Size Math
You Need 50 Million Users to Make Freemium Work
Small Deals Get You Started, Big Deals Drive Growth
Chapter 16: Not Too Big, Not Too Small
When You Can’t Turn Small Deals into Big Ones
If You Have Customers of All Sizes
Chapter 17: Going Upmarket
If You Don’t Want Salespeople . . .
Add Another Top Pricing Tier
Pricing Is Always a Pain
Going Fortune 1000
Part V: Do The Time
Chapter 18: Embrace Frustration
Are You Sure You’re Ready for This?
Everyone Has a Year of Hell
Comfort Is the Enemy of Growth
Motivation: How Aaron Reached Escape Velocity
Chapter 19: Success Isn’t a Straight Line
The Anxiety Economy and Entrepreneur Depression
Mark Suster’s Question: “Should a Person Learn or Earn?”
When a Straight Line Isn’t the Shortest Path to Success
Change Your World, Not the World
Part VI: Embrace Employee Ownership
Chapter 20: A Reality Check
Dear Executives (From an Employee)
Dear Employee (From the Executives)
P.S.: “Dear Senior Executives, Don’t Get Left Behind” (From the CEO and Board)
Are Your People Renting or Owning?
Chapter 21: For Executives: Create Functional Ownership
A Simple Survey
“No Surprises”
Functional Ownership
Case Study: How a Struggling Team Turned into a Self-Managing Success
Chapter 22: Taking Ownership to the Next Level
Financial Ownership
Move People Around
The Four Types of Employees
Part VII: Define Your Destiny
Chapter 23: Are You Abdicating Your Opportunity?
Your Opportunity Is Bigger Than You Realize
How to Expand Your Opportunity at Work
You Need Some Humdrum Passions
Your Company Isn’t Your Mommy or Daddy
Forcing Functions: How to Motivate Yourself to Do Things You Don’t Feel Like Doing
Sales Is a Life Skill
Sales Is a Multistep Process
Chapter 24: Combining Money and Meaning
Meaning Gone Wrong
What’s Your Unique Genius?
Ignoring Real Life Doesn’t Make It Go Away
Aaron: How the Hell Do You Juggle 9 Kids and Work?
Acknowledgments
About the Authors
Index
