Insights

Growing companies must continuously launch new products, add distribution channels, and expand into new markets. To accomplish this, they must augment traditional selling processes with agile selling, which requires mastering a different set of tools and principles.

To attract VC funding on favorable terms, SaaS founders must demonstrate exponential growth or show a realistic path to achieving it. So what are the activities that unlock such growth in a startup? Spoiler alert: exponentially scaling the sales team is not one of them.

Meaningful innovation at faster clock speed is essential. A decline in unit sales can be reversed by implementing a shorter product release cycle but at the cost of reducing the overall customer population.