Which is harder to pull off successfully, starting up a tech business, or scaling it? Since more than 90% pf startups fail to survive even two years, it might be the former. But at least startups have decades of best practices and a strong ecosystem of angels, incubators, accelerators, and VC firm to call on. Unfortunately, scaling up still seems to be a more perilous journey than it should be. One reason for this, I believe, is premature scaling.
When corporate customers see compelling value in a given SaaS offering they are capable of increasing their adoption rapidly throughout their organization. In recent times this has happened with Box, Netsuite, Salesforce, ServiceNow, Slack, Splunk, Workday, and other vendors’ software. What I don’t see happening often enough is tech executives or sales teams adopting an intentional strategy to help their major customers to expand and deepen their utilization of the product or service in question.