To scale client onboarding from 10 to 20 implementations a year you may need a few more people, but from 20 to 40 you need to think of how to deliver 100.
When you are scaling a B2B SaaS PS organisation you need to shoot higher than the Sales team’s targets. Because when our goals materialise, they usually look a bit thinner and paler than their dream versions.
Why think of 100? Because when we think of solving for 40 we focus on the problems that we are currently facing, but when we think of 100 we need to adjust our view to the issues that we will be facing in the future, and these also include the current challenges.
This magnification technique also helps to highlight challenges that are not directly related, like how to create an internal clients’ health dashboard instead of reviewing each client separately, or what tools can we use to distribute training materials efficiently to all clients.
Scaling is a strategy and an internal change programme, and should be treated as such.
But a scaling mindset does not need a budget.
What it needs is intention, and focus, and the right priority.