Monthly Archives: July 2015

How do you build a $1 billion company?

Fortune

How do you build a billion-dollar business? It’s not a linear process. When I started at Salesforce.com [fortune-stock symbol=”CRM”], we were 10 guys in a room. Our path to success was much more of a slow climb, with lots of switchbacks along the way.

I like the switchback metaphor because it represents how companies entering a new growth stage must essentially become a new organization. The things that made it successful during one stage may actually prevent it from succeeding during the next. So at each stage, it must be willing to change the rules and toss the sacred cows.

I started Zuora in 2007. And over the years, I have learned what it takes to build a $1 billion company. These are some of the biggest lessons I learned, at each stage of growth:

Prove the idea: $0 to $1 million
With the right idea, you…

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