Former HubSpot CRO on the Math Nobody Uses to Scale | Mark Roberge

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Your retention problem isn't product. It's not customer success. It's sales.

Mark Roberge was the 4th employee at HubSpot and took them from $0 to IPO as their founding CRO. Now he's a Harvard Business School professor, co-founder of Stage 2 Capital, and author of The Science of Scaling.

In this conversation, Mark and I break down why most founders get the scaling question wrong, how to build compensation plans that kill coasting, the one interview technique that reveals a salesperson's ceiling, and the brutal math behind knowing when you're actually ready to scale.

I also share the story of selling my own company to the wrong buyer and the single question I wish I'd asked before signing.

📕 Get Mark's book — The Science of Scaling: https://www.amazon.com/Science-Scaling-Revenue-Mark-Roberge/dp/1394319428?crid=22UCQRNP4S7YF&dib=eyJ2IjoiMSJ9.Qxj01_3bTKh5XUmjBuP195shFFDdU5k0H4fLxhAl-AHCsZYwMfsJbvo7y90kLkGzDiU_eZfqUAKf0lmy3CqR_mCtsDoypaWijwEwPqSWnrrlHzC5mD_1Tm7GZfFCfrrIYPfieKgbV7vSxDwxgI9KXVnJtu2kjcjQjEbAcJJjWVERH_b7YY0Udf8KT-KKi2ykLJBNjmd1hmNqxCBsehBdUCewluLw-q-gmqOz0vwNHco.RUat-91UZKZivu1hq32qC3YOnYs3iJ2d-SZl3T-270g&dib_tag=se&keywords=mark+roberge&qid=1774452029&sprefix=mark+roberg,aps,155&sr=8-3&linkCode=sl2&tag=findingpeak-20&linkId=279ef5c76a5ff31d9191d8c74297335d&language=en_US&ref_=as_li_ss_tl

🔗 Mark on LinkedIn: https://www.linkedin.com/in/markroberge/

🔗 Stage 2 Capital: https://www.stage2.capital

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Full transcript, clips, and more: https://ryanhanley.com/podcast/former-hubspot-cro-on-the-math-nobody-uses-to-scale-mark-roberge

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