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The Science of Scaling

The Science of Scaling

Written by: HubSpot Media
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Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Co-Founder at Stage 2 Capital, Founding CRO at HubSpot) talks with the most successful sales leaders in tech to find out the science behind scaling a company’s revenue and sales.Hubspot 2024 Economics Leadership Management Management & Leadership
Episodes
  • The Only Sales Role That Will Exist in 2030 w/ Christopher O'Donnell (Founder, Day AI)

    The Only Sales Role That Will Exist in 2030 w/ Christopher O'Donnell (Founder, Day AI)
    Sep 7 2026
    Back in 2013 Christopher O'Donnell and I were told to bring HubSpot CRM to market. Now we’re reuniting to discuss the future of sales and what jobs will survive the AI era. Think your team's ready to ditch the SDR/AE/CSM split? Get our free guide to the full-cycle seller model: 🔗 https://clickhubspot.com/n59s Christopher is now the founder of Day AI, and he's spent years thinking about the same questions I have: what actually happens to sales roles, CRM, and go-to-market design once AI in sales can do 2-10x the work of a human. In this conversation, we get into why the SDR/AE/CSM specialization era is ending and the "full-cycle athlete" seller is coming back, and what jobs survive an AI-native world. -Mark
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    55 mins
  • Every Founder Needs To Sell w/ Frederic Kerrest (Co-Founder, Okta)

    Every Founder Needs To Sell w/ Frederic Kerrest (Co-Founder, Okta)
    Jun 11 2025
    Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Every founder needs to sell. If you're not comfortable selling, then get comfortable. I see too many founders think that once they've secured the first revenue & gotten Series A they can hire a professional sales team. Wrong. Today's guest Frederic Kerrest (Co-Founder, Okta) tells us why it's so important for founders to be salespeople, and the when & how to start building your team. Use referral code: SOS to request your spot at this year's ⁠⁠HubSpot AiSummit 2025⁠⁠ in San Francisco on June 11. The Science of Scaling is a HubSpot Media podcast in partnership with Hubspot for Startups// ⁠⁠⁠⁠⁠⁠⁠⁠⁠Learn more about HubSpot for Startups⁠⁠⁠⁠⁠⁠⁠⁠⁠ // Produced by Matthew Brown
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    38 mins
  • Rule of 40 vs Grow At All Costs w/ Mark Wayland (CRO, Box)

    Rule of 40 vs Grow At All Costs w/ Mark Wayland (CRO, Box)
    Jun 4 2025
    Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠⁠⁠https://clickhubspot.com/scienceofscaling⁠⁠⁠⁠ When budgets are tight and every rep needs to perform, you need force multipliers, not more headcount. Sometimes you need Rule of 40 -- a private equity orientation that can still lead to great success for the founders, the executives, and the investors. Mark Wayland (CRO, Box) talk about how only a few months into his grow at all costs company he found himself with an activist investor and a pivot to Rule of 40. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.
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    40 mins
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