The Science of Scaling

PRAISE FOR THE SCIENCE OF SCALING

“Scaling should be about science, not speculation.Mark gives founders the formula.”
—DHARMESH SHAH Co-Founder and CTO at HubSpot

“Essential reading for anyone scaling a business. Mark distills complexity into actionable insights that actually work.”
—ALIISA ROSENTHAL Founding Sales Leader at OpenAI

“If you want to build a company that lasts, not just grows fast, read this book.”
—JOSH KOPELMAN Founder of First Round Capital

“A scientific approach to scaling that founders, investors, and founding CROs can all rally around.”
—RON GABRISKO Founding CRO at Databricks

Are You Ready to Scale Sales? How Fast?

These 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.

The Science of Scaling offers a rigorous framework for founders, executives, and investors to calculate the answers using their company’s actual performance data—not wishful thinking.

Drawing 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:

• Premature focus on top-line revenue over consistent customer value creation
• Inadequate, non-data-driven definitions of product-market fit
• Misunderstanding the GTM capabilities needed before hiring salespeople
• Front-loading sales hires instead of pacing hiring based on readiness
• Confusing temporary spikes with lasting competitive advantage

Whether you're a founder starting to scale, an investor guiding your portfolio, or a GM launching a new product, The Science of Scaling is your operating manual.

Don’t guess. Don’t gamble. Scale scientifically.