From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue

Aaron Ross, Jason Lemkin · First published February 8th 2016

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.

The book “From Impossible to Inevitable” by Aaron Ross and Jason Lemkin, explores the strategies and tactics used by hyper-growth companies to create predictable revenue. The authors argue that with the right processes and systems in place, any business can achieve predictable, exponential growth.

1. Define and focus on your ideal customer profile.
2. Create a sales process that scales with your business.
3. Foster a culture of accountability in your sales team.
4. Implement systems and processes to automate routine tasks.
5. Utilize data to inform decision-making and continuously improve.
6. Invest in marketing and sales technology to support growth.
7. Develop a clear understanding of your total addressable market.
8. Foster partnerships with complementary businesses and organizations.
9. Regularly track and analyze key performance metrics to identify areas for improvement.
10. Continuously iterate and evolve your approach to achieve and maintain hyper-growth.