Growth vs Scaling: Understanding the Difference and Why it Matters


Hatched by Glasp

Sep 22, 2023

3 min read


Growth vs Scaling: Understanding the Difference and Why it Matters


In the business world, growth and scaling are often used interchangeably, but they actually have distinct meanings and implications. While growth refers to the incremental increase in resources and revenue, scaling is about achieving exponential revenue growth without proportionate resource investment. For younger companies, particularly startups, both growth and scaling are crucial considerations for long-term success.

The Challenges of Sustained Growth:

One of the biggest challenges of sustained growth is the allocation of resources. As a company grows, it needs to add capital, people, and technology to support its increasing revenue. This can put a strain on the business, both financially and operationally. On the other hand, scaling involves increasing revenue without incurring significant costs. This means that as a company adds customers and revenue exponentially, costs should only increase incrementally, if at all.

The Importance of Scaleups:

A scaleup is an entrepreneurial venture that has achieved product-market fit and now faces either the "second valley of death" or exponential growth. Scaleups are unique in their ability to add exponential growth with linear or marginal investment. However, studies have shown that two-thirds of the fastest-growing companies fail, highlighting the challenges and risks associated with scaling. Slow-growing companies, on the other hand, tend to perform better in the long run.

Actionable Advice:

1. Evaluate Scalability of Expense Policies:

For scaleups, it's crucial to assess whether their expense policies are scalable. As the company grows, it's important to ensure that expense management remains efficient and transparent. Implementing scalable expense policies can help maintain financial control and prevent misuse of resources.

2. Focus on Core Values:

Scaling can sometimes lead to the dilution or loss of core values. It's essential for founders, CFOs, and other leaders to renew their dedication to these values. This will not only attract the best talent but also help in obtaining the right technology for analyzing and managing financial data. Clearly defining core values will provide a roadmap for continued scaling.

3. Establish Repeatable and Predictable Systems:

To achieve scale, businesses need to develop repeatable and predictable systems. Documenting processes and ensuring others can pick them up without step-by-step guidance is crucial. This allows leaders to focus on strategic questions and delegate day-to-day operations to others.

Insights from User Interviews:

Apart from the challenges and strategies related to growth and scaling, user interviews also offer valuable insights for businesses. When conducting user interviews, it's important to create a comfortable environment for the interviewee by addressing their anxieties, engaging in small talk, and providing a proper introduction. Clearly stating the purpose of the interview helps set the right expectations.

During the interview, it's not just about asking questions related to the product or service. It's equally important to understand the filtering process employed by the interviewee and explore the flip side of their decisions. By asking about the events that led to their decision-making, one can gain a deeper understanding of their thought process.

Furthermore, delving into both sides of a decision is essential. Asking about a specific "choice" should be followed by inquiring about what they decided to let go. This provides a comprehensive view of the decision-making process and uncovers valuable insights.


While growth and scaling are often seen as distinct concepts, they are both crucial for the success of companies, albeit at different stages. Understanding the difference between the two and implementing appropriate strategies is essential for sustainable growth. By evaluating scalability in various aspects, focusing on core values, and establishing repeatable systems, businesses can navigate the challenges of growth and scaling more effectively. Additionally, incorporating insights from user interviews can provide valuable customer-centric perspectives, helping businesses make informed decisions.

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