Structural Growth - Softcover

Inhaltsangabe

Most revenue "problems" aren't people problems. They're structures that keep producing the same outcome, quarter after quarter — the discount spiral no one can quite kill, the churn that won't respond to another retention campaign, the growth engine that stalls the moment it hits its own success.

Structural Growth gives revenue leaders a different way to see the business: not as a funnel to push harder, but as a system of feedback loops, delays, and leverage points that can be mapped, diagnosed, and deliberately redesigned.

Drawing on systems thinking — the discipline behind Donella Meadows' Thinking in Systems — and grounded in cross-industry examples from SaaS, retail, travel, and B2B enterprise, this book gives revenue leaders a practical toolkit for finding where a revenue system actually breaks, and where a small, well-placed structural change outperforms another reorg, another comp plan rewrite, or another quarter of working harder within a structure that was never going to produce a different result.

Across 25 chapters, you'll learn to:

• Map your revenue system as stocks, flows, and feedback loops — not a linear funnel
• Recognize four recurring dysfunctional patterns (system archetypes) before they fully play out, including the "discount spiral" and "shifting the burden"
• Find genuine leverage points, using a five-level hierarchy that ranks structural fixes far above the parameter tweaks most organizations reach for first
• Redesign incentives, pricing, and RevOps as connected parts of one system, not isolated departmental decisions
• Build the organizational practice — and the leadership habits — to keep seeing the system clearly as it changes

This is not a book of growth hacks. It's a book about the structure underneath them — for revenue leaders who are tired of fixing the same problem twice.

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