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cover of episode 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)

2025/6/4
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The Science of Scaling
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Mark Wayland: 我在职业生涯中，文化契合度是我选择工作最重要的因素。我需要与充满激情和投入的团队合作，这样才能发挥我的最佳水平。加入Box后不久，公司就面临了激进投资者的介入，他们认为公司增长不够快，支出过多，要求我们加快增长并削减成本。我们迅速削减了业务中的大量成本，而且比我们预期的痛苦要小。在实施Rule of 40之前，公司可以随意尝试各种产品、市场或计划，即使很多尝试都失败了。现在，公司必须更加谨慎地做出决策，专注于盈利性增长。削减成本还可以释放高管团队的时间，让他们专注于核心业务。 Mark Roberge: Rule of 40 指的是增长率加上利润率达到或超过40%。即使利润率为负，只要增长率足够高，仍然可以满足Rule of 40的要求。大多数接受风险投资的初创公司都应该有一个快速扩张的计划，但实际上成功的概率很低。如果初创公司明显无法实现快速扩张，就应该调整策略，转向Rule of 40。我们承担了超过业务实际能力的风险。我们应该利用速度计，即产品市场匹配度和市场进入匹配度，来确定我们能够以多快的速度进行扩张。我们应该在每个季度结束后重新评估，而不是盲目地依赖年初的计划。我们应该按季度评估业务情况，并相应地进行调整，而不是不断地进行大规模招聘和裁员。我认为我们应该更频繁地回归Rule of 40。

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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.

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The Science of Scaling is a HubSpot Media podcast // ⁠⁠⁠⁠⁠⁠⁠⁠__Learn more about HubSpot for Startups__⁠⁠⁠⁠⁠⁠⁠⁠) // Produced by Matthew Brown