After years of talking with companies about scaling growth, I decided to sit down and study how B2B companies that really scaled executed their go-to-market approach. So, about three years ago, I looked at what companies like Salesforce.com, HubSpot, and Marketo did to sustain such growth, as well as large companies that continued to grow and excel at sales side pursuits. The objective of my study was to identify if there was any commonality in the structures and behaviors used by these firms,...
