Gartner Research

Emerging Provider Executive Insights: Scaling Your Business and the Rule of Three and 10

Published: 15 September 2016

ID: G00315256

Analyst(s): Neil McMurchy


As CEO, it's critical to invest time to plan for growth. This research provides a pragmatic technique for addressing key inhibitors to scale.

Table Of Contents


  • What Is the Rule of Three and 10?
  • People
    • Need for Formal HR and Talent Management Skills and Process
    • Managing Original Staff/Founders' Expectations
    • Next-Tier Management Layer
  • Customer Engagement
    • Defining Your Customer Experience Target
    • Heroic Effort Is Not a Strategy
  • Sales Process
    • Knowledge Transfer to New Salespeople
    • Moving Beyond Accidental Partnering
  • Conclusion

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