{"product_id":"the-science-of-scaling-using-data-to-decide-when-and-how-fast-to-scale-revenue-hardback-9781394319428","title":"The Science of Scaling; Using Data to Decide When -- and How Fast -- to Scale Revenue (Hardback) 9781394319428","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eThe Science of Scaling\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eUsing Data to Decide When -- and How Fast -- to Scale Revenue\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eMark Roberge (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781394319428, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 5 February 2026\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e304 pages\u003cbr\u003e23.1 x 16.3 x 3.3 cm, 0.499 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\u003cb\u003eAre You Ready to Scale Sales? How Fast?\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThese two questions are mission critical to the success of any startup, product launch, or market expansion. Yet, too often we rely on gut feel—or let irrelevant signals like a recent fundraise or comparisons to past unicorns—to drive our decisions.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Science of Scaling\u003c\/i\u003e offers a rigorous framework for founders, executives, and investors to calculate the answers using their company’s actual performance data—not wishful thinking.\u003c\/p\u003e \u003cp\u003eDrawing on insights from hundreds of startups over the past 25 years, Mark Roberge—Founding CRO at HubSpot, Senior Lecturer at Harvard Business School, and Co-Founder of Stage 2 Capital—reveals the five most common reasons revenue acceleration efforts fail:\u003c\/p\u003e \u003cul\u003e \u003cli\u003ePremature focus on top-line revenue over consistent customer value creation\u003c\/li\u003e \u003cli\u003eInadequate, non-data-driven definitions of product-market fit\u003c\/li\u003e \u003cli\u003eMisunderstanding the GTM capabilities needed before hiring salespeople\u003c\/li\u003e \u003cli\u003eFront-loading sales hires instead of pacing hiring based on readiness\u003c\/li\u003e \u003cli\u003eConfusing temporary spikes with lasting competitive advantage\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWhether you're a founder starting to scale, an investor guiding your portfolio, or a GM launching a new product, \u003ci\u003eThe Science of Scaling\u003c\/i\u003e is your operating manual.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eDon’t guess. Don’t gamble. Scale scientifically.\u003c\/b\u003e\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eIntroduction xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I The Science of Scaling Framework: Calculating Whether We Are Ready to Scale and How Fast 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003ePhase 1 Product-Market Fit 3\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Is Product-Market Fit ... a Feeling? 5\u003c\/p\u003e \u003cp\u003eChapter 2 Defining the Leading Indicator of Retention (LIR) 9\u003c\/p\u003e \u003cp\u003eChapter 3 Defining the Ideal Customer Profile (ICP) 17\u003c\/p\u003e \u003cp\u003eChapter 4 Instrumenting the LIR Measurement for Scale 21\u003c\/p\u003e \u003cp\u003e\u003ci\u003ePhase 2 Go-to-Market Fit 27\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 The Product Fits, but Does the Go-to-Market? 29\u003c\/p\u003e \u003cp\u003e\u003ci\u003ePhase 3 Growth and Moat 39\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eChapter 6 How Fast Should We Scale? 41\u003c\/p\u003e \u003cp\u003eChapter 7 Building the Bottom-Up Scale Model 51\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Aligning the Go-to-Market System with Product-Market Fit 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 Defining the Go-to-Market System 61\u003c\/p\u003e \u003cp\u003eChapter 9 The Optimal Design of the Go-to-Market System Is Contextual 67\u003c\/p\u003e \u003cp\u003eChapter 10 Aligning ICP with the Pursuit of Product-Market Fit: Early Adopters Fostering Rapid Learning 75\u003c\/p\u003e \u003cp\u003eChapter 11 Aligning the Go-to-Market Process with the Pursuit of Product-Market Fit: Founder-Led, Learning-Oriented 81\u003c\/p\u003e \u003cp\u003eChapter 12 Aligning GTM Hires with the Pursuit of Product-Market Fit: Half Product Manager, Half Account Executive 89\u003c\/p\u003e \u003cp\u003eChapter 13 Aligning Demand Generation with the Pursuit of Product-Market Fit: Rely on Personal Network and Referrals 101\u003c\/p\u003e \u003cp\u003eChapter 14 Aligning Pricing with the Pursuit of Product-Market Fit: Price for Commitment, Not Profits 105\u003c\/p\u003e \u003cp\u003eChapter 15 Aligning GTM Compensation with the Pursuit of Product-Market Fit: Equity Instead of Variable Commission 107\u003c\/p\u003e \u003cp\u003eChapter 16 Aligning Go-to-Market System Outputs with the Pursuit of Product-Market Fit: LIR Achievement 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Aligning the Go-to-Market System with the Pursuit of Go-to-Market Fit 117\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 17 Aligning ICP with the Pursuit of Go-to-Market Fit: Expand from Early Adopter to Early Majority 119\u003c\/p\u003e \u003cp\u003eChapter 18 Aligning the Go-to-Market Process with the Pursuit of Go-to-Market Fit: Codified and Repeatable 123\u003c\/p\u003e \u003cp\u003eChapter 19 Aligning GTM Hires with the Pursuit of Go-to-Market Fit: Process Builder 155\u003c\/p\u003e \u003cp\u003eChapter 20 Aligning Demand Generation with the Pursuit of Go-to-Market Fit: At Least One Scalable, Measurable Medium 161\u003c\/p\u003e \u003cp\u003eChapter 21 Aligning Pricing with the Pursuit of Go-to-Market Fit: The Intersection of Customer ROI, Scalable Unit Economics, and Substitute Options 185\u003c\/p\u003e \u003cp\u003eChapter 22 Aligning Go-to-Market Compensation with the Pursuit of Go-to-Market Fit: Balancing Customer Retention and Profitable Growth 189\u003c\/p\u003e \u003cp\u003eChapter 23 Aligning Go-to-Market System Outputs with the Pursuit of Go-to-Market Fit: Leading Indicator of Unit Economic Achievement 193\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART IV Aligning the Go-to-Market System with the Pursuit of Growth and Moat 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 24 Aligning ICP with Growth and Moat: Scale vs. Experiment vs. Ignore Segments 205\u003c\/p\u003e \u003cp\u003eChapter 25 Aligning the GTM Process with Growth and Moat: Reinforced 211\u003c\/p\u003e \u003cp\u003eChapter 26 Aligning GTM Hires with Growth and Moat: Process Executors 223\u003c\/p\u003e \u003cp\u003eChapter 27 Aligning Demand Generation with Growth and Moat: Multiple Mediums Tightly Aligned with Sales 231\u003c\/p\u003e \u003cp\u003eChapter 28 Align Pricing with Growth and Moat: Establish Moat and Raise Price 239\u003c\/p\u003e \u003cp\u003eChapter 29 Align GTM Compensation with Growth and Moat: Add Promotion Paths 245\u003c\/p\u003e \u003cp\u003eChapter 30 Aligning Go-to-Market System Outputs with Growth and Moat: Accelerate While Preserving PMF and GTMF 253\u003c\/p\u003e \u003cp\u003eConclusion 261\u003cbr\u003eAppendix: The Potential Impact of AI on the Science of Scaling Framework 264\u003cbr\u003eNotes 271\u003cbr\u003eAcknowledgments 278\u003cbr\u003eAbout the Author 279\u003cbr\u003eIndex 281\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Mathematics [\u003ca title=\"See our other books on Mathematics\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Mathematics%20%5BPB%5D%22\"\u003ePB\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52453539283224,"sku":"9781394319428","price":18.37,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781394319428.jpg?v=1785286045","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/the-science-of-scaling-using-data-to-decide-when-and-how-fast-to-scale-revenue-hardback-9781394319428","provider":"Freshly Printed Books","version":"1.0","type":"link"}