| A001 | The top management team must own and model the company scaling culture |
| A002 | Access resources required to scale at relatively low cost or for free by creating benefits for the resource owners that they cannot create alone |
| A003 | Adapt offers to each market |
| A004 | Integrate experimental testing of ideas into company processes |
| A005 | Align interests of investors, the company top management team, and its owners |
| A006 | Allow resource owners to make money using your products and services |
| A007 | Apply big data analytics to produce insightful information about users, suppliers and customers to enhance shopping pattern analysis, improve customers experience, predict market trends, provide more secure online payment solutions, increase personalization, optimize and automate pricing, and provide dynamic customer service |
| A008 | Apply digital technology to brand, market, sell, and service customers more cost effectively than competitors |
| A009 | Apply processes that continuously improve the cybersecurity of the company as well as its offers, channels, and resources |
| A010 | Apply processes that make offers easier to understand, produce and deliver |
| A011 | Appoint a talented person as chief scale officer to champion the scaling master plan |
| A012 | Arrange and deploy differently existing company resources |
| A013 | Arrange and apply resources from different regions early, rapidly and securely |
| A014 | Assimilate and apply what companies do to scale early, rapidly and securely |
| A015 | Attain positions in cross border networks which provide access to privileged information |
| A016 | Attain stakeholder trust by improving cybersecurity of the company and its partners |
| A017 | Automate the existing processes that add the most benefits to customers and require the most human intervention |
| A018 | Automatically extract the information a user, customer, investor or stakeholder wants from a vast amount of information |
| A019 | Balance and align near, mid and long term scale objectives |
| A020 | Be responsible and accountable for creating and making visible the quantifiable benefits the company delivers its stakeholders |
| A021 | Build a scaling master plan on a resource combination that is hard to replicate |
| A022 | Build and deploy unique and difficult to imitate skills and capabilities to select, combine, and use the resource combinations that create and capture high company value |
| A023 | Build operational cross border capabilities early |
| A024 | Build company wide capability to combine diverse resources and deploy them in a profitable way |
| A025 | Build internet based capabilities to acquire and retain customers during the initial stages of company lifecycle |
| A026 | Champion the opportunity with confidence |
| A027 | Combine resources that make your company distinct to resource owners and pay for themselves |
| A028 | Combine two or more resources to create value that exceeds the sum of the value created from each resource separately |
| A029 | Combine company resources with those of other resource owners to create value that cannot be created by your company alone |
| A030 | Communicate and demonstrate the importance the company places on the security of information acquired from and transferred between stakeholders |
| A031 | Concurrently improve the offers to your customers, investors and other resource owners as well as in the mechanisms required to scale |
| A032 | Concurrently sell existing company offers, a compelling image of the company that will exist in the future, and the benefits of the unique information you collect |
| A033 | Continuously improve company cybersecurity by i) Assessment of cyber risks to company (Risk analysis); ii) Implementation of cybersecurity measures (Protect); iii) Rapid identification and response to cyberattacks (Monitor); and iv) Reduction of cyberattack impact (Respond) |
| A034 | Continuously improve individuals, operations and infrastructures to advance and deliver a portfolio of innovative offers |
| A035 | Continuously improve the user interfaces and applications that directly influence the entirety of the customer experience including personalized content, quality messaging, and the delivery and returns process |
| A036 | Continuously improve value propositions based on results and feedback |
| A037 | Continuously seek and receive funding to support the company scaling master plan and improve its brand in the marketplace |
| A038 | Continuously train individuals in cybersecurity to i) Improve cybersecurity operations; and ii) Positively contribute to the company cybersecurity culture |
| A039 | Continuously use customer feedback to support rapid offer iterations and enable co-creation of customized products and services |
| A040 | Dedicate teams with strong mix of marketing and technical skills |
| A041 | Define the ideal target customers profiles and engage them relentlessly |
| A042 | Constantly monitor customers buying habits and deliver offers that are convenient, cater to customer demands, are secure and offer excellent customer experience |
| A043 | Develop a compelling image of your future company and use it to convince investors to provide funding and resource owners to provide resources the company needs to scale |
| A044 | Develop and implement a governance model to scale, raise capital, protect against cyberattacks, and leverages business communities |
| A045 | Develop and sell products and services that address a problem, job to be done or a need that is widespread, growing, important, urgent, and manifests itself in diverse ways |
| A046 | Develop and sell offers that are hard to replicate, original, fit successful commercialization patterns, and ride an external trend |
| A047 | Develop capabilities to cost effectively attain scaling master plan objectives |
| A048 | Develop data analytic, cybersecurity, entrepreneurial, and technology related skills at all levels |
| A049 | Develop value propositions for each investor and resource owner with three components: i) What benefits your company provides; ii) What you want in return; and iii) Why they should choose your offer instead of alternatives |
| A050 | Eliminate communication and coordination barriers with partners that are geographically separate, institutionally distant, and operate in different time zones |
| A051 | Embed and operate in cross border markets: i) work with locals and help them succeed, ii) adjust offers to meet local needs, iii) target customer segments that are different than those targeted in home region, iv) use internet to market and promote offers to locals, and v) develop relationships with leaders in communities with information and resources that are important to succeeding in the cross border market |
| A052 | Enable locals to succeed because of new company |
| A053 | Enable power users to help improve company offers using the internet |
| A054 | Enable users to participate in the rapid development of company offers |
| A055 | Enforce policies and procedures for resource combination, production and coordination, information search and gathering, bargaining, and accountability |
| A056 | Enter a different geographical market by partnering with or purchasing local companies |
| A057 | Expand brand coverage and eliminate intermediaries |
| A058 | Identify specific situations in which digital analytics can potentially be used and apply them to change the culture and accelerate digital analytics adoption |
| A059 | Hire, develop and partner with scale experienced talented people with connections to various disciplines, across disciplines, and can combine insights from different disciplines |
| A060 | Evolve channels from platforms, to directly sell and then use agents |
| A061 | Continuously improve the application of digital automation, predictive digital analytics, virtual and augmented reality, and the internet of things |
| A062 | Hire talented people who have diverse thinking preferences |
| A063 | Hire scale experienced talented people to implement the scaling master plan |
| A064 | Hire, develop and partner with scale experienced talented people who have many connections and good reputations |
| A065 | Improve links, interactions and shared purpose with locals in each region the company operates |
| A066 | Incorporate cybersecurity into value propositions |
| A067 | Incorporate investment in cybersecurity into the scaling master plan |
| A068 | Invest to improve cybersecurity of the value chain |
| A069 | Lead a team that is innovative, talented, diverse, focused, committed, and fully understands what their responsibilities are and where they fit in with scaling master plan |
| A070 | Learn to make well reasoned decisions or conclusions about how to scale from own experience and others |
| A071 | Leverage online and offline communities |
| A072 | Leverage resources from scale experienced talented people and gain their commitment to the company’s scaling master plan |
| A073 | Maintain close relationships with resource owners that advance the core technology underpinning the most important assets of the company |
| A074 | Maintain connections with large and varied investor networks |
| A075 | Make decisions on how to best deploy a combination of external and internal resources to create high value, not just decisions about the use of the resources the company owns, while complying with cultural, legal, regulatory, and other relevant norms |
| A076 | Make increasing the spread between the price customers are willing to pay for an offer and the cost of producing and delivering the offer the company top scaling master plan objective |
| A077 | Prioritize the preparation and implementation of the scaling master plan |
| A078 | Manage cross border units as operations that are interdependent in terms of information, investment and efficiencies and guided by the scaling master plan |
| A079 | Meet or exceed international standards to overcome trade barriers and to become a world class quality supplier |
| A080 | Provide a variety of complementary offers to each market |
| A081 | Offer investors higher returns, shorter time to payoffs and lower risks relative to other opportunities |
| A082 | Provide rewards that satisfy customer needs for recognition of their loyalty |
| A083 | Operate in regions with strong cybersecurity policy and legal frameworks |
| A084 | Coordinate, evaluate and share knowledge between headquarters, cross border units and among the units themselves |
| A085 | Optimize the value chain to reduce inventory costs to zero |
| A086 | Orchestrate a community comprised of the owners of the resources required to scale |
| A087 | Pay more attention to online sales than to physical brick and mortar store sales relative to competitors |
| A088 | Perpetuate a company scaling culture that includes high growth ambitions, delivering new benefits to customers, embedding in communities led by fast growth companies, keeping the company and its partners secure from cyberattacks, attracting investment, exceeding high standards, continuous improvement, experimentation, iteration, learning, and short feedback loops |
| A089 | Prepare a scaling master plan in the initial stages of the company lifecycle |
| A090 | Provide evidence that supports why stakeholders should believe the company will be able to deliver on its value propositions |
| A091 | Provide returns that leave the most important resource owners better off than they would have if they had not contributed to the company |
| A092 | Relentlessly advance the scaling master plan even if employees and processes get in the way |
| A093 | Scale out, i.e., i) Spread workload across more, smaller organizations; ii) Use less expensive resources to accommodate variable workloads; iii) Host data across several organizations; iv) Increase input-output alignment; v) Learn faster; vi) Take advantage of cheaper, smaller systems; and vi) Improve resilience |
| A094 | Scale up, i.e., i) Upgrade capacity of existing scale model that works; ii) Automate and self serve; iii) Make no substantial change to scale model; iv) Reduce administrative efforts; v) Take advantage of cost effective and efficient technology; and vi) Outsource what others can do better |
| A095 | Sell high quality offers at lower prices compared to competitors |
| A096 | Sell online using a variety of online and offline promotional channels |
| A097 | Sell offers that the target market perceives better than available alternatives |
| A098 | Shape an ethical culture for all company activities |
| A099 | Simultaneously develop global learning capabilities, cross border flexibility, and global competitiveness |
| A100 | Specify the kinds of innovation that are important for the company (e.g., technological capabilities that are hard to imitate, business model innovation, rapid routine innovation), how the innovation will create value for stakeholders, and how the company will capture part of the value created as revenue |
| A101 | To start a business, create an offer to solve a specific problem in a specific market segment, ensure that the offer fits the market, and validate that your business model is scalable and profitable |
| A102 | Strengthen cybersecurity attributes of offers compared to competitors |
| A103 | Strengthen your company bargaining position among the members of the value chain upon which the company depends to scale |
| A104 | The top management team must commit to a scaling master plan (strategy), a hierarchy and a flow of communications external and internal to the company (structure), and a set of behaviors (culture) to achieve scaling objectives |
| A105 | Incorporate new technologies satisfying a popular trend to upgrade offers |
| A106 | Use an end to end solution that links procurement directly with end customers to eliminate or reduce inventory and the number of intermediaries between the company and customers |
| A107 | Use physical brick and mortar stores to allow customers to test products, but use online channels for the bulk of sales |
| A108 | Use scientific and technological advances to develop innovative offers |
| A109 | Use trusted platforms which enable payments, refunds, logistics, data analytics and offer localization |
| A110 | Validate selection, combination and deployment resource decisions for scaling are complementary |
| A111 | When you ask investors for money, clearly articulate: i) Why you need the money; ii) What amount you need; iii) What you are promising to return and under what conditions; iv) What you are going to do with the money to create returns for investors; and v) your governance model and the names and biographies of the people who sit on your Board of Directors and your Board of Advisors |
| A112 | Work with partners that are well connected and respected in the networks of importance to the success of the company |
| A113 | Offer benefits to key stakeholders that are important, differentiated from, and superior to, competing offers |
| A114 | Develop value propositions that enhance your customers and suppliers outcomes, marketing strategies, and competitive advantages |
| A115 | Incorporate elements of value into your value propositions to stakeholders that address four kinds of needs - functional, emotional, life changing, and social impact |
| A116 | Integrate environmental, economic, and social aspects of value into the value propositions for your key stakeholders |
| A117 | Deliver high value to customers before, during and after they use your offers |
| A118 | Develop value propositions for employees that enhance employee satisfaction, psychological attachment, and behavioral commitment toward your company |
| A119 | The required investment and the resulting most significant stakeholder benefits should be quantified in specific, measurable, attainable, relevant and time-bound terms |
| A120 | Align value propositions for stakeholders in a way that they support, agree with and reinforce each other |
| A121 | Develop value propositions for those who pay, not just those who benefit |
| A122 | Develop value propositions for key members of the value chain that align with key members value propositions as well as improve the competence of the value chain |
| A123 | Continuously find new and innovative ways to offer value to customers in existing and new markets |
| A124 | Continuously create new markets and serve broader stakeholder needs |
| A125 | Align investor value propositions with scaling master plan objectives so they are mutually reinforcing |
| A126 | Apply use cases to adopt digital analytics quickly and change company culture |
| A127 | Learn from value propositions of companies that have scaled early, rapidly and securely and use them to differentiate your company |
| A128 | To align the value propositions for customers, investors, and resource owners, make explicit the benefits: (i) an investor gains by the presence of the customer and resource owner, (ii) a customer gains by the presence of the investor and the resource owner, and (iii) the resource owner gains by the presence of the customer and the investors |
| A129 | To align value propositions for customers, investors, and resource owners, co-create a unique resource combination that did not previously exist |
| A130 | Align value propositions for all relevant stakeholders by developing an objective that benefits them all |
| A131 | Track changes in stakeholders value propositions and use the information to realign the value propositions |
| A132 | Conduct detailed due diligence when selecting investors |
| A133 | Find investors appropriate to company industry, risk, product introduction, timeframe, and return profile |
| A134 | Raise capital in stages to reduce dilution and maximize risk-adjusted prices for investors |
| A135 | Align communication with investors on company risks, opportunities, and economics for successful fundraising rounds |
| A136 | Increase investor participation by effectively managing regulatory uncertainty |
| A137 | Provide investors with long-term liquidity to enable distribution of funds to their capital providers |
| A138 | Implement a stakeholder centric approach to satisfy stakeholder expectations in all markets |
| A139 | Deploy digital technologies capable of servicing customer that can scale |
| A140 | Continuously improve company and value chain fulfillment and logistics capabilities to satisfy scaling master plan objectives, high quality standards and minimize delivery delays |
| A141 | Collaborate with the company value chain to determine optimal offers that achieve customer fulfillment and enhance customer value |
| A142 | Work with partners that can Implement flexible automation for small batch production to satisfy customers |
| A143 | Incorporate selection, combination and deployment resource decisions for creating high value into the scaling master plan |
| A144 | Incorporate how high value created from selection, combination and deployment resource decisions will be distributed to resource owners into the scaling master plan |
| A145 | Expand information about the company, its offers, its achievements, and its affiliations |
| A146 | Operate a large data collection and service center |
| A147 | Broaden company offers |
| A148 | Hire scale experienced talented people to build capabilities to design and implement the scaling master plan |
| A149 | Develop a mix of permanent and freelance workers to optimize labour costs and increase productivity |
| A150 | Adopt scalable and agile organizational structures and processes to contract local and cross border freelance workers |
| A151 | Develop systems that codify organizational knowledge and reduce barriers to onboarding freelance workers and salaried workers |
| A152 | Structure, automate and streamline workflows to ensure documents are collected and stored appropriately, work assignments can be quickly moved or reassigned, timelines are adhered to, and feedback and reviews are assimilated into all core activities |
| A153 | Assess desired company valuation relative to investor valuations of similar companies |
| A154 | Select stakeholders with many connections to potential partnerships, and experience across industries, technology, and scaling company value early |
| A155 | Diversify company top management team, as well as the members of your board of directors and your board of advisors, in terms of their networks, experience raising funds and access to potential partners |
| A156 | Communicate frequently to investors company scaling master plan to increase company value, the competitive landscape, current and historical financials, risks, and core values. |
| A157 | Set the minimum rate of return required for different project risk categories and invest only in the projects expected to return more than the minimum rate set for the category they belong to |
| A158 | Deploy digital technologies capable of servicing customer that can scale |
| A159 | Develop an innovative product that adds more benefits to target customers relative to competitor products |
| A160 | Provide investors with evidence that the proposed business model and target market can generate enough sales for the new company to be investable |
| A161 | Convince potential investors that the company offers investors a superior value proposition compared to competing companies |
| A162 | Understand who your potential investors are, what they want to know, and what investment opportunities they look for before pursuing a binding agreement |
| A163 | Segment the capital market based on geographic, demographic, psychographic, and behavioral variables |
| A164 | Translate your message into values and priorities that the targeted investors can readily relate and understand |
| A165 | Provide investors a compelling short-term financial value proposition and a vision of favorable medium- and longer-term value propositions |
| A166 | Develop investor value propositions describing the path to value creation in return for investors funds and confidence |
| A167 | Turn to accelerators, crowdfunding, and friends and family for early-stage investors |
| A168 | As the new company grows, increase the number of external individuals that serve on its board of directors and board of advisors |
| A169 | Assess any new business opportunities by assigning the highest priority to developing a new product, expanding to a new market as the second priority, and maintaining market share as the third priority |
| A170 | Use one communication channel to maintain regular contact with investors and to provide latest company information |
| A171 | Focus resources where the customer value proposition and the investor value proposition matches investors criteria |
| A172 | Before seeking funding to scale value, ensure that the company founders are prepared to relinquish control of the CEO position and/or the company board of directors to new talent that will accelerate value creation |
| A173 | Select venture capital investors based on the fit between investor networks and experience and company need for specialization and industry knowledge |
| A174 | Develop and deploy algorithms to automatically carry out actions that organize, assemble, and operationalize knowledge |
| A175 | Arrange operations to allow for remote freelance workers to easily slot in |
| A176 | Unbundle the value chain and the jobs to be done within it to outsource lower value tasks to freelance workers and perform higher value tasks internally |
| A177 | Leverage automation artificial intelligence and large pool of freelance workers to increase productivity |
| A178 | Enable freelance workers to become world class service providers |
| A179 | Set up internal processes to manage and arbitrage local and cross border workforces |
| A180 | Build company value using an artificial intelligence powered decision making factory |
| A181 | Implement business processes that are entirely managed by software and continuously improve with use |
| A182 | Use data as the foundation for how the company operates and makes decisions |
| A183 | Integrate, assemble, interpret and analyze data sources so as to scale and diversify company data |
| A184 | Design a scalable business model by identifying and removing organizational bottlenecks that constrain growth |
| A185 | Develop algorithms that enhances important company processes and coordinates human inputs |
| A186 | Centralize data for the use of all company functions |
| A187 | Use data and artificial intelligence to personalize offers to consumers |
| A188 | Sell in new domains where the company assets, capabilities and data can be easily moved to create value |
| A189 | Leadership must commit to centralizing data and automating processes in the architecture of the future company, the company strategy, and the governance processes that manage the growth path and risks |
| A190 | Make explicit the fundamental values and principles that the company will follow as it scales |
| A191 | Make a member of the top management team responsible for the execution of a plan to respond to large scale threats such as pandemics, economic crises and broad cyberattacks |
| A192 | Act on the opportunities that exist in the midst of every crisis |
| A193 | Hold directors accountable for managing and supervising the activities and affairs of the company, including long-term performance and governance that enables scaling company value |
| A194 | Appoint independent directors to the board of directors |
| A195 | To attract and retain talented directors, focus the board of directors on company strategy |
| A196 | Require directors to retain a portion of their compensation as equity |
| A197 | Evaluate the performance of the board of directors periodically |
| A198 | Align directors current and long term compensation with company scale objectives |
| A199 | Enhance communication between investors, the top management team and the board of directors to increase returns to stakeholders and mitigate risks |
| A200 | Appoint independent directors to the audit, compensation, nominating, and governance committees of the board of directors |
| A201 | Define the duration of each director to serve on the board of directors and ensure the directors hold staggered terms of office |
| A202 | Prevent conflicts between the interests of the company and the members of the board of directors |
| A203 | Require directors to disclose in writing any personal interests that may conflict with the interests of the company |
| A204 | Develop, validate and implement a model to cost-effectively support cross border business |
| A205 | Establish cross border partnerships with third party service providers to serve customers regionally and globally |
| A206 | Build a financial infrastructure that supports cross border money transactions |
| A207 | Deploy digital technology to simplify offers and overcome time, geographical and language barriers for customers |
| A208 | Utilize digital technology that produce massive amounts of data about the company and its products and priorities |
| A209 | Deploy efficient ecommerce technologies and automation to reduce company costs and lower prices of offers  |
| A210 | Enable employees, customers, users, investors and others to automatically extract information from company data for the purpose of decreasing costs and adding value to stakeholders |
| A211 | Facilitate customer brand conversation prior to production, through social networks and forums to learn new demands and trends and enable co-creation of new products and services |
| A212 | Use ecommerce to complement brick and mortar stores to increase the customer base, serve customers with no geographical barrier and improve customer satisfaction through providing services 24/7 |
| A213 | Adapt value propositions to changes in customer segments |
| A214 | Adapt company opportunities based on feedback from customers and investors |
| A215 | Form the top management team after analyzing scale objectives, customer and investor needs, and identifying skill gaps |
| A216 | Seek partners to accelerate scaling, expand company offers, and provide access to new revenue sources |
| A217 | Develop capabilities to capture and use data from every interaction with every customer, supplier, partner and user to drive informed decision making across all levels of the company |
| A218 | Introduce new offers often, monitor changes in sales closely, and remove offers that do not sell quickly |
| A219 | Configure online and offline channels as complementing assets |
| A220 | Build a community around company brand, products and services, assemble community feedback and adapt |
| A221 | Create market specific brands and offers that resonate with local cultures |
| A222 | Develop an intellectual property strategy consistent with the scaling master plan |
| A223 | Acquire, monitor and exploit intellectual property rights |
| A224 | Consider selling or licensing the companys intellectual property |
| A225 | Protect trade secrets by ensuring all company stakeholders are aware that it is forbidden to disclose or misuse company trade secrets |
| A226 | Source new company opportunities from buying or licensing intellectual property |
| A227 | Internationalize your intellectual property |
| A228 | Actively manage and review company intellectual property |
| A229 | Source new company opportunities from its intellectual property |
| A230 | To claim ownership of unregistered intellectual property rights, prove the rights exist and belong to the company |
| A231 | Trace ownership of company intellectual property |
| A232 | Deploy ecommerce resources to make company offers always accessible to everyone everywhere |
| A233 | Deploy ecommerce resources to reduce costs and improve customer experience |
| A234 | Make fundraising an inseparable part of scaling |
| A235 | Build a community where each member supports the others rather than building many separate businesses |
| A236 | Apply ecommerce to provide customers with buying options that are quick, convenient, and user-friendly |
| A237 | Help customers save time and money by applying ecommerce to enable them to search products and services easily, make purchases and transfer money online |
| A238 | Provide customers an online catalog with detailed descriptions of offered products and services that helps them make purchasing decisions |
| A239 | Attract traffic and new customers by targeting and retargeting users from search engines, referrals, adds and social media |
| A240 | Engage customers to produce testimonials, reviews and ratings that help new customers to make purchasing decisions with knowledge of other customers experiences |
| A241 | Provide vendors and suppliers with the real-time analytics on views and sales required to boost their sales and profits |
| A242 | Use a cross-channel customer-centric approach to provide a seamless, unified, and contextual customer experience, irrespective of device, channel, or platform of interaction |
| A243 | Make each channel a seamless brand extension to enable the customer to pick up the conversation on any channel in seamless and unified experiences |
| A244 | Constantly increase average order value through discounted bundles, enable upsell on check out, set a free delivery threshold, offer cash backs, enhance personalized recommendations, and create loyalty programs based on spending tiers |
| A245 | Increase order fulfillment and delivery capacity through partnering with third party service providers and acquiring drop shipping facilities |
| A246 | Establish trust and positive rapport with your customers that leads to long-term, mutually beneficial business relationships |
| A247 | Understand your customers, investors and other stakeholders business models, motivations, and industries |
| A248 | Understand your customers, investors and other stakeholders social and cultural norms, personal accomplishments, and business communication styles |
| A249 | Always think from your customers perspective (organizationally and personally) |
| A250 | Always search for a win-win scenario |
| A251 | Give your customers, investors, and stakeholders a good reason to like and trust you and your company |
| A252 | Be positive, good natured, and good humored about yourself, everyone you interact with, and things you talk about |
| A253 | Adjust your mood to match your customers moods and work to find common ground to build familiarity |
| A254 | Show unselfish behaviour towards customers, investors and other stakeholders with whom you interact |
| A255 | Actively shape customers, investors and stakeholders expectations about the company and its products |
| A256 | Listen to your customers, take their feedback seriously, and adjust operations as needed |
| A257 | Customize ideal next steps to coordinate activities between new company and customer |
| A258 | Establish a well-rehearsed, concise, and irresistible way to communicate the benefits and differentiation of your company's product and service offers, how products and services can be tailored to customers requirements, and how offers contribute to customers achieving their organizational and personal goals |
| A259 | To lead the company's salespeople, embody the behaviours you wish others to adopt, motivate salespeople to perform at a high level, encourage the development of cultural norms which will enhance company performance |
| A260 | To embody behaviours you wish others to adopt, dedicate a portion of each day to grow customer base and actively search for new opportunities, focus efforts and conversations on how the company is going to create and deliver value to new and existing customers, craft irresistible customer value propositions that you and your salespeople can use to attract new customers, and set specific, measurable, attainable, relevant, and timely objectives (SMART) that align company, customer, investor and partner interests and skills |
| A261 | To motivate your salespeople to perform at a high level, clarify roles and expectations for each team member; make sure role and incentives don’t conflict; assign each salesperson objectives to grow and manage existing customer base; set salesperson performance objectives based on measurable metrics under salesperson’s control; and compensate each salesperson with money and prizes for meeting agreed targets and objectives |
| A262 | Recognize and drive achievements through public display of rewards, status and praise |
| A263 | Observe and provide feedback on actions of salespeople to encourage improved performance |
| A264 | Enable experienced team members to set example and transfer skills and knowledge |
| A265 | Invest in what will help salespeople exceed their objectives; create a work environment that encourages outstanding performance; and avoid sources of job dissatisfaction |
| A266 | To encourage development of cultural norms which will enhance company performance, view negative events as opportunities to develop capabilities; reward peer collaboration and support; foster behaviour which helps to increase optimism, overcome adversity, and increase resiliency to failure; reward independent initiative to improve one’s own environment to enhance performance; and maintain a positive outlook on sales expectations to acquire new customers |
| A267 | Design internal processes to increase information transfer and reduce job dissatisfaction |
| A268 | Adopt technology that allows you to identify, assimilate, transform, and manage external knowledge that directly aligns with scaling master plan outcomes |
| A269 | Increase access to new networks and customers for salespeople to connect with and sell to |
| A270 | Increase access to up-to-date information about root causes of customer problems and needs; competitors’ products, value propositions and strategies; customer types and their business needs, buying logic, solution strategies; and markets and institutional environments |
| A271 | Instill a sense of purpose by pursuing a compelling vision for the company in the future |
| A272 | Align work environment and motivational mechanisms with cultural norms of people working in it |
| A273 | Learn quickly and adapt continuously |
| A274 | Attract great people with high-customer and high-growth orientation |
| A275 | Hire experienced salespeople who have personality characteristics that will win sales (emotional intelligence, optimism, resilience, self-drive, creativity, and humour) |
| A276 | Train salespeople to increase capabilities in tactical skills, creativity, absorptive capacity, emotional intelligence, and application of applied theory |
| A277 | Train salespeople to absorb actionable market information, understand customers and competitors business models; craft irresistible value propositions; communicate customer value; identify high-value customers; increase situational awareness; use supportive technology; learn from personal and team successes and failures; and adapt to dynamic selling situations (think on your feet) |
| A278 | To avoid sources of salespeople dissatisfaction with their jobs, clarify salesperson role and expectations; eliminate conflicting role tasks; incentivize salespeople sufficiently; ensure strong leadership is in place; train and support; ensure role on team is a good fit to personality type and cultural imprint of person filling it |
| A279 | Use artificial intelligence to turn vast amounts of data and information into high value for customers, investors, users, and other stakeholders
|
| A280 | Digitize as much of your company as you can to create value for customers, reduce costs, and increase security |
| A281 | Brand the company and build the brand into one that has a strong market presence |
| A282 | Convince non-paying users to contribute to the development of the company’s products, channels, brand, and sources of competitive advantage |
| A283 | Embed in networks with high concentrations of venture capital |
| A284 | Deliver better performance on the metrics that customers care about |
| A285 | Create a unique brand identity to differentiate from the competition |
| A286 | Establish partnerships that increase the demand for products that complement the company’s product |
| A287 | Make scaling company value a characteristic feature of everyday existence shared by people in the company |
| A288 | Showcase the extent to which the company's scaling-orientation has produced tangible results for its customers, investors, stakeholders and communities |
| A289 | Integrate sales via website and social media platforms with company's sales strategy; provide information on company's products and services via social media platforms; drive audience and prospects to a company’s online presence (e.g., social media platforms, website pages, blogs, forums, etc.); enable communication and motivate audience engagement (e.g., use infographics and photos to capture and sustain interest on social media and encourage online audience to seek more information; make social media a primary or complementary sales channel; co-create value on social media platforms (e.g., engage customers and encourage them to offer their feedback and ideas regarding their experience with the product/service); and provide real-time pricing and services |
| A290 | Promote the company's achievements to date (e.g., awards, high-profile endorsements from established companies, sales, alliances, interactions with potential customers around prototypes); strength of company's scaling mater plan; and the company's potential to create local jobs, contribute to social goals and objectives, advance existing knowledge, and provide technological breakthroughs and patents |
| A291 | To gain distinctive legitimacy in the eyes of stakeholders, attract customers, preferably well-known customers; balance stakeholders’ interests and satisfy their concerns; engage in communities comprised of customers and suppliers that are key to scaling your company's value; engage with powerful and recognizable actors (e.g., corporate elites, business leaders, prominent investors, university researchers); build a strong team; promote the founders’ reputations, experiences, backgrounds, and passion; provide visible signals that the top management team has the capabilities to execute; and provide visible signals you have the parts in place to scale the company |
| A292 | To gain distinctive legitimacy in the eyes of the local community, set goals and operate using methods that comply with formal regulations and legal requirements for private entities (e.g., tax authorities and regulatory agencies) as well as stablished law, rules, principles, or standards; behave in a way that fits expectations about what your company should look like, how it should behave, and the norms and values of society to which it should be attached, and the performance and professionalism levels of a company operating in its field; establish a familiar organizational structure and managerial roles; communicate symbols or values that imply legitimacy; and develop relationships with dominant and well-respected local organizations |
| A293 | To show the company's technical and knowledge expertise, develop and demonstrate a product or service prototype; demonstrate how technology and knowledge experience contribute to the company's scaling master plan; enhance the academic and technical reputation of the team; ensure that the company's proposed technological concept is valid; and contribute to university research projects |
| A294 | Select and retain a consistent identity for the multiple audiences with which you interact |
| A295 | Take part in collective action campaigns such as blogs, conferences, online forums, and the like |
| A296 | Use cultural tools and identity claims such as images, symbols, and language to strengthen company’s image |
| A297 | Contribute to the creation of public goods such as open source code, standards and test beds |
| A298 | To globalize the local, develop core product that can be readily disseminated worldwide; integrate local innovation into global themes, products and services; insert local actors into global communication systems; and learn from multiple local experiences |
| A299 | To localize the global, innovate locally leveraging global standards that enable interoperability, portability, and reusability, and adapt global products to integrate into local context |
| A300 | To migrate the local, develop a replicable formula to repeat what worked in one local in many others; identify dimensions describing a local and what locals can be easily migrated; attract customers to invest in the development of localized offers; and engage the right local people |
| A301 | To disseminate the global, increase communications with global agents, and learn from global agents how to improve the global offer |
| A302 | Innovate in scalable niche markets that are underserved |
| A303 | Enhance cybersecurity automation by using big data, machine learning and artificial intelligence |
| A304 | Apply big data, machine learning and artificial intelligence to generate predictive analytics and enhance automation |
| A305 | Build resource interfaces compliant with standards to enhance compatibility with complementary resources |
| A306 | Focus on company differentiators and build upon complementary products that satisfy company needs and are not part of the company competencies |
| A307 | Simplify the complementarity of the company products and services |
| A308 | Ensure that company resources and external resources are compatible and scale synergistically |
| A309 | Periodically test company employees’ cybersecurity awareness using simulated cyberattack campaigns |
| A310 | Ensure offers are scalable and meet rigorous reliability metrics |
| A311 | Provide platforms that are client centric and highly customizable |
| A312 | Apply big data, machine learning and artificial intelligence to infer cyberattack campaigns from cyberattack components |
| A313 | Use expert cybersecurity teams to hunt and disable cyberattack campaigns |
| A314 | To heighten cybersecurity, apply zero trust frameworks |
| A315 | To build and maintain trust of company stakeholders, use data centric cybersecurity approaches to protect data and users globally |
| A316 | To defend against automated cyberattack campaigns, apply automated detection, response and remediation |
| A317 | Operate a platform that is simple to use, attracts a very large market, and enables the company to control the quality of the offers traded on the platform |
| A318 | Learn how third party platforms enable new companies to scale and incorporate the learning into your own company's sales, development and operations plans |
| A319 | Use platforms and software that can cost effectively enable your company to scale early and rapidly without losing control of your operations, marketing, and development programs |
| A320 | Use data obtained from third-party platforms to adjust your company's offers |
| A321 | Enable partners to leverage your company's platform to make money |
