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From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue, by Aaron Ross Jason Lemkin
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Impossible Goals, Inevitable Successes
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 the record-breaking Zenefits (which skyrocketed from $1 million to $100 million in two years), 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. For instance, one of the authors shows how he grew his income from $67,000 to $720,000 in four years while maintaining a 20-30 hour work week and welcoming a new child—nine times.
This book shows you how to surpass plateaus and get off of the up-and-down revenue rollercoaster by answering three questions about growing revenue to tens times its size:
This powerful, effective book provides a template for you to kick off your biggest growth spurt yet. This template includes The 7 Ingredients Of Hypergrowth:
The authors take each ingredient and break it down into specific steps to guide you through implementation. From Impossible to Inevitable helps you take impossible goals and turn them into inevitable successes for your business and team. You will achieve success even bigger than you can imagine from where you’re sitting today.
Product details
Hardcover: 320 pages
Publisher: Wiley; 1 edition (February 8, 2016)
Language: English
ISBN-10: 1119166713
ISBN-13: 978-1119166719
Product Dimensions:
5.9 x 1.3 x 9.2 inches
Shipping Weight: 1.6 pounds (View shipping rates and policies)
Average Customer Review:
4.7 out of 5 stars
63 customer reviews
Amazon Best Sellers Rank:
#155,294 in Books (See Top 100 in Books)
I'm a common denominator in 5 startup acquisition stories with $100M+ exits to Gilt Groupe, Amazon, Intuit, and Adobe. Along the way I've learned a ton about what makes for winning teams. These days I consult for a living to help startup founders understand the crucial transformation that occurs once you've hit product-market fit. This book covers just about everything I try to teach my clients about scaling growth stage startups.What isn't immediately obvious if you haven't done it before is that around $1M ARR (or whenever you have proven p/m fit) your business needs to change dramatically. It is so counter-intuitive that nearly every single first-time founder struggles with this for at least a year and usually more. And I completely understand why: you've done the impossible to get your startup to this phase, and it should be heartily celebrated, but now that you're there it's time to scale and execute in a fashion that you couldn't have been doing before (and shouldn't have been trying until you hit the right stage).The truth known by successful founders and real operational experts is that after product/market fit the best move is rapid acceleration to carve out your market share. If you try to stick to what you've done to get here you will be eclipsed by your competition down the road. That means spinning up a productive revenue team as fast as possible and nailing it the first time around.To do this you'd typically need to hire expensive, because the folks that have done $1-10M repeatably just know what they are worth in the market. Achieving escape velocity isn't easy but it yields huge exits, so the people who contain the experienced based knowledge -the playbooks- well they're priced appropriately.I'd argue that this book isn't priced appropriately. The value within is phenomenal and I wish it had been released years ago so I didn't have to spend so much of my career learning this first-hand in the trenches. If you know a friend or relative that is working inside a growth stage startup or considering launching one of their own do them a kindness and order them this book. No other title does as much to clearly articulate the secret playbooks behind a successful revenue team.
As the CEO of a growing SaaS business, I can tell you from personal experience that this book is THE Bible for creating and growing a successful startup. For those of you who don't know Aaron, he is the guy who put Salesforce.com on the map by creating a new model of selling: separate prospecting and closing teams. From this success, he wrote the guide on how to do it for the rest of us: "Predictable Revenue". But where "Predictable Revenue" focused primarily on this new model of selling, "From Impossible to Inevitable" is everything else you need to know about starting and growing your business. From "picking your niche" to honing your message, and then hiring and ramping your team, Aaron tells you how to do it every step of the way. I can't recommend this book highly enough. It is so jam-packed with useful information that I have read it, and then re-read it multiple times.PS - I bought both the audiobook and the hardcover. Aaron narrates the audiobook himself. He is articulate and funny. It turned my commute into a learning session.
Amazing Book!!Fortunately I got to read it just before launching a new product and got my team to review many of the subjects shown on the book.Afterwords we realized how much we'd have done wrong if we didn't decide some issues about growth before going to market.Great and simple cases about nailing a niche clarified us about where to start in a small pond, and grow bigger in it, before aiming to a bigger one and be just another small fish in a big pond.
I've been following Aaron and Jason on Twitter & Quora for over a year and when I saw the promo video, I had to preorder.FITI was a just a fun, authentic read you only get from people who've done it, not just studied it ;)There's lots of stuff I liked but probably my favourite parts were the seeds, nets & spears analogy; the motivation-agitation matrix; and the letters written from the perspective of employee, executives and board (that was novel, and it's amazing what difference it makes when people simply understand where others are coming from).Best of all was the roadmap format. This month we finish prototyping & validating our MVP within our network, and I know the next step is generating leads outside our network while we close those opportunities from inside it. So the book did what I hoped, which is telling me what things I need to action now, in what order, to stay a few steps ahead.Highly recommended!- Chris McKenzie, Director, Gekko Analytics
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