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Produktbild: The Science of Scaling

The Science of Scaling Using Data to Decide When -- and How Fast -- to Scale Revenue

29,99 €

inkl. gesetzl. MwSt., Versandkostenfrei

Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

05.02.2026

Verlag

Wiley

Seitenzahl

304

Maße (L/B/H)

23/15,6/2,9 cm

Gewicht

499 g

Sprache

Englisch

ISBN

978-1-394-31942-8

Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

05.02.2026

Verlag

Wiley

Seitenzahl

304

Maße (L/B/H)

23/15,6/2,9 cm

Gewicht

499 g

Sprache

Englisch

ISBN

978-1-394-31942-8

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: gpsr@libri.de

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  • Produktbild: The Science of Scaling

  • Introduction xi

    Part I The Science of Scaling Framework: Calculating Whether We Are Ready to Scale and How Fast 1

    Phase 1 Product-Market Fit 3

    Chapter 1 Is Product-Market Fit ... a Feeling? 5

    Chapter 2 Defining the Leading Indicator of Retention (LIR) 9

    Chapter 3 Defining the Ideal Customer Profile (ICP) 17

    Chapter 4 Instrumenting the LIR Measurement for Scale 21

    Phase 2 Go-to-Market Fit 27

    Chapter 5 The Product Fits, but Does the Go-to-Market? 29

    Phase 3 Growth and Moat 39

    Chapter 6 How Fast Should We Scale? 41

    Chapter 7 Building the Bottom-Up Scale Model 51

    Part II Aligning the Go-to-Market System with Product-Market Fit 59

    Chapter 8 Defining the Go-to-Market System 61

    Chapter 9 The Optimal Design of the Go-to-Market System Is Contextual 67

    Chapter 10 Aligning ICP with the Pursuit of Product-Market Fit: Early Adopters Fostering Rapid Learning 75

    Chapter 11 Aligning the Go-to-Market Process with the Pursuit of Product-Market Fit: Founder-Led, Learning-Oriented 81

    Chapter 12 Aligning GTM Hires with the Pursuit of Product-Market Fit: Half Product Manager, Half Account Executive 89

    Chapter 13 Aligning Demand Generation with the Pursuit of Product-Market Fit: Rely on Personal Network and Referrals 101

    Chapter 14 Aligning Pricing with the Pursuit of Product-Market Fit: Price for Commitment, Not Profits 105

    Chapter 15 Aligning GTM Compensation with the Pursuit of Product-Market Fit: Equity Instead of Variable Commission 107

    Chapter 16 Aligning Go-to-Market System Outputs with the Pursuit of Product-Market Fit: LIR Achievement 109

    Part III Aligning the Go-to-Market System with the Pursuit of Go-to-Market Fit 117

    Chapter 17 Aligning ICP with the Pursuit of Go-to-Market Fit: Expand from Early Adopter to Early Majority 119

    Chapter 18 Aligning the Go-to-Market Process with the Pursuit of Go-to-Market Fit: Codified and Repeatable 123

    Chapter 19 Aligning GTM Hires with the Pursuit of Go-to-Market Fit: Process Builder 155

    Chapter 20 Aligning Demand Generation with the Pursuit of Go-to- Market Fit: At Least One Scalable, Measurable Medium 161

    Chapter 21 Aligning Pricing with the Pursuit of Go-to-Market Fit: The Intersection of Customer ROI, Scalable Unit Economics, and Substitute Options 185

    Chapter 22 Aligning Go-to-Market Compensation with the Pursuit of Go-to-Market Fit: Balancing Customer Retention and Profitable Growth 189

    Chapter 23 Aligning Go-to-Market System Outputs with the Pursuit of Go-to-Market Fit: Leading Indicator of Unit Economic Achievement 193

    PART IV Aligning the Go-to-Market System with the Pursuit of Growth and Moat 203

    Chapter 24 Aligning ICP with Growth and Moat: Scale vs. Experiment vs. Ignore Segments 205

    Chapter 25 Aligning the GTM Process with Growth and Moat: Reinforced 211

    Chapter 26 Aligning GTM Hires with Growth and Moat: Process Executors 223

    Chapter 27 Aligning Demand Generation with Growth and Moat: Multiple Mediums Tightly Aligned with Sales 231

    Chapter 28 Align Pricing with Growth and Moat: Establish Moat and Raise Price 239

    Chapter 29 Align GTM Compensation with Growth and Moat: Add Promotion Paths 245

    Chapter 30 Aligning Go-to-Market System Outputs with Growth and Moat: Accelerate While Preserving PMF and GTMF 253

    Conclusion 261

    Appendix: The Potential Impact of AI on the

    Science of Scaling Framework 264

    Notes 271

    Acknowledgments 278

    About the Author 279

    Index 281Introduction xi Part I The Science of Scaling Framework: Calculating Whether We Are Ready to Scale and How Fast 1 Phase 1 Product-Market Fit 3 Chapter 1 Is Product-Market Fit ... a Feeling? 5 Chapter 2 Defining the Leading Indicator of Retention (LIR) 9 Chapter 3 Defining the Ideal Customer Profile (ICP) 17 Chapter 4 Instrumenting the LIR Measurement for Scale 21 Phase 2 Go-to-Market Fit 27 Chapter 5 The Product Fits, but Does the Go-to-Market? 29 Phase 3 Growth and Moat 39 Chapter 6 How Fast Should We Scale? 41