Scaling Up

An essential read for growth-minded marketers, "Scaling Up" outlines proven operational strategies for scaling a business. Learn how to build a robust framework that balances rapid growth with organisational health and efficiency.

Why you should read it

Offers strategies for growing a business while maintaining operational efficiency, vital for scaling marketing efforts.

Covers people, strategy, execution, and cash – four critical areas for marketers to focus on for growth.

Helps in setting actionable goals and KPIs to guide marketing strategies and team performance.

Introduction

"Scaling Up: How a Few Companies Make It...and Why the Rest Don't" is a comprehensive guide to growing a successful business. Written by Verne Harnish, the book provides tools, techniques, and insights to help companies scale up effectively without losing their core values and culture.

Key Takeaways

  1. The Four Decisions: Harnish identifies four critical decisions that every company must make to scale up successfully: People, Strategy, Execution, and Cash. These decisions form the framework for the book's content.
  2. People: Building the right team is essential. The book emphasises the importance of having the right people in the right seats, aligned with the company's core values and purpose.
  3. Strategy: A clear and compelling strategy is vital for growth. "Scaling Up" provides tools to help companies define their core customer, brand promises, and Big Hairy Audacious Goals (BHAGs).
  4. Execution: Effective execution requires disciplined habits and processes. The book offers insights into creating a culture of accountability and excellence.
  5. Cash: Managing cash flow is crucial for scaling up. The book provides strategies for generating and managing cash to fuel growth.
  6. Use of Tools and Frameworks: "Scaling Up" is filled with practical tools, frameworks, and exercises to help companies implement the principles and strategies discussed.

Personal Reflection

"Scaling Up" has been an invaluable resource in my understanding of business growth. The four decisions framework has provided a clear roadmap for scaling, and the practical tools have been instrumental in implementing these principles. The emphasis on aligning people, strategy, execution, and cash resonates with my approach to business, and I've found the insights on managing cash flow particularly enlightening.

Application in Growth Marketing

In the context of growth marketing, "Scaling Up" offers valuable insights into building a scalable marketing strategy. The principles of aligning people, defining clear strategies, executing with excellence, and managing resources can be applied to create effective and sustainable growth operations. The book's emphasis on understanding the core customer and delivering on brand promises is also highly relevant to growth marketing.

Limitations and Challenges

While "Scaling Up" provides a comprehensive guide to growth, it may be overwhelming for some readers, especially those new to business or in very small enterprises. The book's focus on larger-scale growth may not be as applicable to micro-businesses or those in the very early stages.

Conclusion

"Scaling Up" is a must-read for anyone looking to grow a business successfully. Its holistic approach to scaling, combined with practical tools and exercises, makes it a valuable resource for business leaders and growth marketers alike. While it may be more suited to companies at a certain stage of growth, the principles and insights it offers can be adapted to various business contexts and industries.

Book summary

Scaling Up

My review & thoughts

Ecommerce Growth Strategy

Ecommerce Growth Strategy

Double your revenue without doubling the work, and save your team from burning out.

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Identify e-commerce bottlenecks

Identify e-commerce bottlenecks

Find and solve issues that limit your growth to improve sales and performance.

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Post-purchase experience

Post-purchase experience

Build loyal customers and increase repeat purchases for steady revenue.

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Improving the checkout process

Improving the checkout process

Streamline checkout to reduce cart abandonment and close more sales.

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Sub-topics

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B2B marketing automation

The marketing automation tools I use to nurture leads and turn prospects into loyal B2B customers.

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B2B marketing automation

Workflow automations

The workflow automation tools I use to streamline operations, reduce manual work, and boost productivity.

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Workflow automations

Website and landing pages

The website and landing page tools I rely on to build high-converting experiences that drive growth.

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Website and landing pages

Team productivity

The team productivity tools I use to collaborate more efficiently and reduce unnecessary meetings.

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Team productivity

Task Management

The task management tools I use to stay on top of individual responsibilities and prioritise effectively.

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Task Management

Sales CRM

The best sales CRM tools for B2B, designed to support pipeline management and scalable growth.

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Sales CRM

Project management

The project management tools I use to keep teams aligned, organised, and focused on growth objectives.

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Project management

Lead Generation

The go-to tools I use for generating quality leads and driving inbound B2B traffic.

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Lead Generation

Must-have growth tools

A list of must-have growth tools, tried and tested to support scalable, effective growth strategies.

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Must-have growth tools

Productivity must-have tools

A list of must-have productivity tools I rely on to stay organised, efficient, and focused.

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Productivity must-have tools

B2B must-have tools

A list of must-have tools for every B2B marketer, tried and tested to drive consistent growth.

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B2B must-have tools

Ecommerce must-have tools

A list of must-have tools for every e-commerce business, covering essentials for driving traffic, increasing conversions, and boosting engagement.

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Ecommerce must-have tools

B2B advanced toolstack

A curated selection of advanced tools for experienced B2B marketers ready to level up their strategies.

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B2B advanced toolstack

Ecommerce advanced toolstack

A curated selection of advanced e-commerce tools for scaling growth, optimising customer journeys, and refining strategies.

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Ecommerce advanced toolstack

Ecommerce Marketing Automation

The marketing automation tools I use to boost e-commerce conversions and engage customers effectively.

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Ecommerce Marketing Automation

Ecommerce CMS

The e-commerce CMS platforms I use to build scalable, high-performing online stores.

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Ecommerce CMS

Distraction blockers

The distraction-blocking tools I use to stay focused and cut out interruptions during deep work.

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Distraction blockers

Digital workspace

The digital workspace tools I use to streamline workflows, collaborate, and keep everything in one place.

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Digital workspace

Database tools

The database tools I use to organise and manage information for growth, tailored for marketers.

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Database tools

Customer Insights

The customer insights tools I use to understand audiences, personalise campaigns, and drive engagement.

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Customer Insights

B2B website and landing page builders

Discover the essential tools I use to build effective B2B websites and high-converting landing pages.

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B2B website and landing page builders

Analytics & Data

The analytics and data tools I use to measure, track, and optimise every stage of the growth journey.

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Analytics & Data

AI tools

The essential AI tools I rely on to automate tasks, streamline workflows, and boost growth productivity.

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AI tools

A/B Testing

Elevate your A/B testing game with proven tools I’ve used to drive real growth. Streamline experimentation, track results, and boost your impact.

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A/B Testing

Marketing automation

The marketing automation tools I use to nurture leads, engage customers, and streamline growth.

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Marketing automation

Productivity

The productivity strategies and tools I rely on to stay focused, efficient, and growth-oriented.

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Productivity

Growth General

A collection of growth strategies and tools that I use to accelerate and sustain business growth.

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Growth General

Ecommerce

The e-commerce growth strategies and tools I use to drive traffic, increase conversions, and boost lifetime value.

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Ecommerce

B2B Growth

Strategies and tools I use to drive impactful B2B growth, from lead generation to conversion.

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B2B Growth
ChatGPT

ChatGPT

Gain valuable insights and assistance in decision-making and content creation with ChatGPT, your digital marketing assistant.

Airtable

Airtable

Collaborate seamlessly and organise data-driven projects with ease using Airtable, enhancing productivity for marketers.

Wordpress

Wordpress

Best for marketers looking for flexibility and customisation. With a large ecosystem of plugins, WordPress can be adapted to fit any B2B business model, but it requires more setup and maintenance compared to other tools.

CookieYes

CookieYes

CookieYes is a Google-certified CMP designed to automate consent management and make work easy for you.

Ecommerce

E-Commerce Growth Fundamentals

Want to get started with e-commerce growth but don’t know where to begin? This free fundamentals course is your entry point. Learn the basic principles of optimising your store and improving performance in a practical, step-by-step format.

Learn the core principles of e-commerce growth.

Understand how to analyse your current funnel and identify weak points.

Take actionable steps to improve performance across key metrics.

Coming Soon
Free course
Productivity

Productivity for Marketers

This course will help you take control of your workload, prioritise key tasks, and develop a structure that allows you to focus on growth initiatives without burning out.

Take control of your workload

Prioritise key tasks when you are overwhelmed

Learn to structure your week to get things done without feeling overwhelmed

Coming Soon
Free course

Wiki articles

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A/B testing

Gauge the performance of two variants in your campaign to optimise user response.

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Activation

Learn to convert an interested party into an active user through effective engagement strategies.

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Ad Spend

Ad spend is the total amount of money spent on paid advertising.

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Articles

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Breakthrough Advertising

Breakthrough Advertising

A timeless guide to understanding customer psychology and the marketing funnel, "Breakthrough Advertising" introduces core principles that form the basis for modern funnel thinking.

Work The System

Work The System

Scaling requires systems. "Work the System" teaches you how to document and refine your processes, making it essential for marketers who aim to build a scalable, repeatable foundation for growth and operational success.

Frequently asked questions (FAQ)

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Ewoud provided me with the right tips to gain more focus in my work, set long- and short-term goals and make more strategic decisions. Thanks to Ewoud, my day-to-day work is clear and fixed, whilst working on goals that help our business grow.

Machteld van der Does
Machteld van der Does
SOPHIA MAE
Senior Allround Marketeer

Very good training, gained many new detailed insights, and Ewoud is extremely helpful in answering all the questions posed.

Timon Tlomaczewski
Timon Tlomaczewski
The Talent Institute
Digital Designer

Ewoud has helped me well in identifying the biggest challenges of my business. By listening carefully and asking the right questions, I realized that the biggest 'problems' I thought were hindering growth are not the issue.

Max Savonije
Max Savonije
Nestmanager
Founder

Ewoud helped us find impactful retention funnel improvements with a framework suited to our business model. He challenged our approach with the right questions. Overall, Ewoud combines high-level strategic thinking with detailed campaign expertise.

Christoph van der Klaauw
Christoph van der Klaauw
Snappcar
COO

Further reading

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Scaling Up

An essential read for growth-minded marketers, "Scaling Up" outlines proven operational strategies for scaling a business. Learn how to build a robust framework that balances rapid growth with organisational health and efficiency.

Coming Soon
Free course

Growth General

A collection of growth strategies and tools that I use to accelerate and sustain business growth.

See parent category
Growth Guides
See GuideSee Wizard
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