{"id":6507,"date":"2026-03-22T13:38:54","date_gmt":"2026-03-22T05:38:54","guid":{"rendered":"https:\/\/moresourcing.com\/how-software-startup-insightsquared-wrestled-with-creating-an-optimal-sales-and-marketing-strategy\/"},"modified":"2026-03-22T13:38:54","modified_gmt":"2026-03-22T05:38:54","slug":"how-software-startup-insightsquared-wrestled-with-creating-an-optimal-sales-and-marketing-strategy","status":"publish","type":"post","link":"https:\/\/moresourcing.com\/ar\/how-software-startup-insightsquared-wrestled-with-creating-an-optimal-sales-and-marketing-strategy\/","title":{"rendered":"\u0643\u064a\u0641 \u0648\u0627\u062c\u0647\u062a \u0634\u0631\u0643\u0629 \u0627\u0644\u0628\u0631\u0645\u062c\u064a\u0627\u062a \u0627\u0644\u0646\u0627\u0634\u0626\u0629 InsightSquared \u0635\u0639\u0648\u0628\u0627\u062a \u0641\u064a \u0625\u0646\u0634\u0627\u0621 \u0627\u0633\u062a\u0631\u0627\u062a\u064a\u062c\u064a\u0629 \u0645\u062b\u0627\u0644\u064a\u0629 \u0644\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0648\u0627\u0644\u062a\u0633\u0648\u064a\u0642"},"content":{"rendered":"<p><\/p>\n<div id=\"transcript-section\">\n        <!-- let's remove the TRANSCRIPT header --><\/p>\n<p>BRIAN KENNY: Welcome to Cold Call, the podcast where we dive deep into groundbreaking ideas and Harvard Business School case studies. Today on Cold Call, we\u2019re talking about a company that looks like it\u2019s winning. It has customers, momentum, and a growing reputation in the market. Revenue is coming in, the product is resonating. From the outside, this is exactly what success is supposed to look like. But inside the company, the conversation is a little different. Leaders are staring at dashboards full of data and asking a question that doesn\u2019t really have an obvious answer. Are we actually ready to scale? Today, we\u2019ll welcome senior lecturer Mark Roberge to discuss the case, \u201c<a href=\"https:\/\/store.hbr.org\/product\/insightsquared-developing-the-sales-and-marketing-plan\/816074?sku=816074-PDF-ENG\">InsightSquared: Developing the Sales and Marketing Plan<\/a>,\u201d exploring what leaders really should be looking for when growth shows up, and how to avoid letting early success become a very expensive lesson.<\/p>\n<p>I\u2019m your host, Brian Kenny, and you\u2019re listening to Cold Call on the HBR Podcast Network.<\/p>\n<p>Mark Roberge teaches entrepreneurial sales and marketing in the MBA program. It\u2019s a topic we don\u2019t cover enough here on Cold Calls, so we\u2019re thrilled to be talking about it today. Prior to HBS, Mark led global sales at HubSpot, and he has a new book out called The Science of Scaling. It\u2019s available now, Mark, is that right?<\/p>\n<p>MARK ROBERGE: It is. Yeah.<\/p>\n<p>BRIAN KENNY: Awesome. We\u2019re going to touch base on some of the ideas in the book. And thanks for coming back to Cold Call. We had you on a couple years ago, that was a lot of fun, so I\u2019m looking forward to this as well.<\/p>\n<p>MARK ROBERGE: Honored to be here.<\/p>\n<p>\u0628\u0631\u064a\u0627\u0646 \u0643\u064a\u0646\u064a: \u0646\u0639\u0645. \u0648\u0623\u0639\u062a\u0642\u062f \u062d\u0642\u064b\u0627 \u0623\u0646 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a \u0647\u064a \u0623\u062d\u062f \u062a\u0644\u0643 \u0627\u0644\u0645\u0648\u0636\u0648\u0639\u0627\u062a. \u0646\u062d\u0646 \u0644\u0627 \u0646\u063a\u0637\u064a\u0647\u0627 \u0628\u0634\u0643\u0644 \u0645\u0648\u0633\u0639 \u0641\u064a \u0628\u0631\u0646\u0627\u0645\u062c \u0645\u0627\u062c\u0633\u062a\u064a\u0631 \u0625\u062f\u0627\u0631\u0629 \u0627\u0644\u0623\u0639\u0645\u0627\u0644\u060c \u0648\u0644\u0643\u0646 \u064a\u062a\u0645 \u0627\u0644\u062a\u0637\u0631\u0642 \u0625\u0644\u064a\u0647\u0627 \u0641\u064a \u0628\u0639\u0636 \u0627\u0644\u062d\u0627\u0644\u0627\u062a \u0627\u0644\u062f\u0631\u0627\u0633\u064a\u0629 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\u0646\u0638\u0627\u0645 \u0627\u0644\u0630\u0647\u0627\u0628 \u0625\u0644\u0649 \u0627\u0644\u0633\u0648\u0642 \u0627\u0644\u062e\u0627\u0635 \u0628\u0643 \u0644\u064a\u0633 \u062a\u062d\u0633\u064a\u0646\u064b\u0627 \u062b\u0627\u0628\u062a\u064b\u0627\u060c \u0625\u0646\u0647 \u062a\u062d\u0633\u064a\u0646 \u0645\u0633\u062a\u0645\u0631. \u0647\u0627\u062a\u0627\u0646 \u0647\u0645\u0627 \u0627\u0644\u0646\u0642\u0637\u062a\u0627\u0646 \u0627\u0644\u0644\u062a\u0627\u0646 \u0623\u0648\u062f \u0623\u0646 \u064a\u0623\u062e\u0630\u0647\u0645\u0627 \u0627\u0644\u0646\u0627\u0633.<\/p>\n<p>\u0628\u0631\u064a\u0627\u0646 \u0643\u064a\u0646\u064a: \u062d\u0633\u0646\u064b\u0627. \u062d\u0633\u0646\u064b\u0627. \u0648\u0623\u0639\u062a\u0642\u062f \u0633\u0624\u0627\u0644 \u0623\u062e\u064a\u0631 \u0648\u0627\u062d\u062f\u060c \u0628\u064a\u0646\u0645\u0627 \u0644\u0627 \u0646\u0632\u0627\u0644 \u0645\u0639\u0643 \u0647\u0646\u0627\u060c \u0647\u0648 \u0644\u0644\u0623\u0634\u062e\u0627\u0635 \u0627\u0644\u0630\u064a\u0646 \u064a\u0633\u062a\u0645\u0639\u0648\u0646 \u0625\u0644\u0649 \u0647\u0630\u0627 \u0627\u0644\u0628\u0648\u062f\u0643\u0627\u0633\u062a. \u0642\u062f \u062a\u0643\u0648\u0646 \u0641\u064a \u0645\u0648\u0642\u0641 \u0645\u0645\u0627\u062b\u0644 \u0623\u0648 \u064a\u0645\u0643\u0646\u0643 \u0627\u0644\u062a\u0648\u0627\u0635\u0644 \u0645\u0639 \u0645\u0627 \u062a\u0642\u0648\u0644\u0647. \u0645\u0627 \u0627\u0644\u0630\u064a \u064a\u062c\u0628 \u0639\u0644\u064a\u0647\u0645 \u0627\u0644\u062a\u0648\u0642\u0641 \u0639\u0646 \u0641\u0639\u0644\u0647 \u063a\u062f\u064b\u0627 \u0645\u0642\u0627\u0628\u0644 \u0643\u0644 \u0627\u0644\u0623\u0634\u064a\u0627\u0621 \u0627\u0644\u062a\u064a \u0623\u062e\u0628\u0631\u062a\u0647\u0645 \u0628\u0647\u0627 \u0623\u0646 \u064a\u0641\u0639\u0644\u0648\u0647\u0627\u061f<\/p>\n<p>\u0645\u0627\u0631\u0643 \u0631\u0648\u0628\u064a\u0631\u062c: \u0627\u0644\u0646\u062c\u0645 \u0627\u0644\u0634\u0645\u0627\u0644\u064a \u0644\u0644\u0634\u0631\u0643\u0629 \u0644\u0627 \u064a\u0646\u0628\u063a\u064a \u0623\u0646 \u064a\u0643\u0648\u0646 \u0647\u062f\u0641 \u0627\u0644\u0625\u064a\u0631\u0627\u062f\u0627\u062a. \u0641\u064a \u0627\u0644\u0623\u064a\u0627\u0645 \u0627\u0644\u0623\u0648\u0644\u0649 \u064a\u062c\u0628 \u0623\u0646 \u064a\u0643\u0648\u0646 LIR. \u0627\u0644\u0645\u0624\u0634\u0631 \u0627\u0644\u0631\u0627\u0626\u062f \u0644\u0644\u0627\u062d\u062a\u0641\u0627\u0638. \u0648\u0645\u0639 \u062a\u0637\u0648\u0631\u0643 \u064a\u0635\u0628\u062d \u0627\u0644\u0623\u0645\u0631 \u0623\u0643\u062b\u0631 \u0634\u0645\u0648\u0644\u064a\u0629 \u0642\u0644\u064a\u0644\u0627\u064b. \u0646\u0639\u0645\u060c \u0639\u0644\u064a\u0646\u0627 \u0632\u064a\u0627\u062f\u0629 \u0627\u0644\u0625\u064a\u0631\u0627\u062f\u0627\u062a\u060c \u0639\u0644\u064a\u0646\u0627 \u062f\u0641\u0639 \u0627\u0644\u0641\u0648\u0627\u062a\u064a\u0631\u060c \u0639\u0644\u064a\u0646\u0627 \u062f\u0639\u0645 \u0627\u0644\u0646\u0627\u0633\u060c \u0644\u0643\u0646\u0647 \u0641\u064a \u0627\u0644\u0646\u0647\u0627\u064a\u0629 \u064a\u062d\u062a\u0627\u062c \u0625\u0644\u0649 \u0623\u0646 \u064a\u0643\u0648\u0646 \u0645\u062a\u062c\u0630\u0631\u064b\u0627 \u0641\u064a \u0642\u064a\u0645\u0629 \u0627\u0644\u0639\u0645\u064a\u0644. \u0644\u0630\u0627 \u0644\u0627 \u062a\u0642\u0644 \u0641\u0642\u0637\u060c \"\u0644\u0642\u062f \u062d\u0642\u0642\u0646\u0627 \u0647\u062f\u0641 \u0627\u0644\u0625\u064a\u0631\u0627\u062f\u0627\u062a.\" \u0647\u0630\u0627 \u062c\u0632\u0621 \u0645\u0646 \u0627\u0644\u0645\u0639\u0627\u062f\u0644\u0629.<\/p>\n<p>\u0628\u0631\u064a\u0627\u0646 \u0643\u064a\u0646\u064a: \u0645\u0646 \u0641\u0645\u0643 \u0625\u0644\u0649 \u0622\u0630\u0627\u0646 \u0627\u0644\u0645\u0633\u062a\u062b\u0645\u0631\u064a\u0646.<\/p>\n<p>\u0645\u0627\u0631\u0643 \u0631\u0648\u0628\u064a\u0631\u062c: \u0645\u0646 \u0627\u0644\u063a\u0631\u064a\u0628 \u0643\u0642\u0627\u0626\u062f \u0645\u0628\u064a\u0639\u0627\u062a \u0623\u0646 \u064a\u0642\u0648\u0644 \u0630\u0644\u0643\u060c \u0644\u0643\u0646\u0647 \u0635\u062d\u064a\u062d.<\/p>\n<p>\u0628\u0631\u064a\u0627\u0646 \u0643\u064a\u0646\u064a: \u0646\u0639\u0645. \u0645\u0627\u0631\u0643\u060c \u0634\u0643\u0631\u064b\u0627 \u0644\u0627\u0646\u0636\u0645\u0627\u0645\u0643 \u0625\u0644\u064a \u0641\u064a \u0643\u0648\u0644\u062f \u0643\u0648\u0644.<\/p>\n<p>\u0645\u0627\u0631\u0643 \u0631\u0648\u0628\u064a\u0631\u062c: \u0625\u0646\u0647 \u0644\u0634\u0631\u0641 \u0644\u064a\u060c \u0628\u0631\u0627\u064a\u0627\u0646. \u0634\u0643\u0631\u064b\u0627 \u0644\u0643.<\/p>\n<p>\u0628\u0631\u064a\u0627\u0646 \u0643\u064a\u0646\u064a: \u0625\u0630\u0627 \u0643\u0646\u062a \u062a\u0633\u062a\u0645\u062a\u0639 \u0628\u0640 Cold Call\u060c \u0641\u0642\u062f \u062a\u0639\u062c\u0628\u0643 \u0645\u0644\u0641\u0627\u062a\u0646\u0627 \u0627\u0644\u0635\u0648\u062a\u064a\u0629 \u0627\u0644\u0623\u062e\u0631\u0649: <a href=\"https:\/\/www.hbs.edu\/environment\/podcast\/Pages\/default.aspx\">\u0627\u0631\u062a\u0641\u0627\u0639 \u0627\u0644\u0645\u0646\u0627\u062e<\/a>, <a href=\"https:\/\/hbr.org\/podcasts\/coaching-real-leaders\">\u062a\u062f\u0631\u064a\u0628 \u0627\u0644\u0642\u0627\u062f\u0629 \u0627\u0644\u062d\u0642\u064a\u0642\u064a\u064a\u0646<\/a>, <a href=\"https:\/\/hbr.org\/podcasts\/ideacast\">\u0622\u064a\u062f\u064a\u0627\u0643\u0627\u0633\u062a<\/a>, <a href=\"https:\/\/www.hbs.edu\/managing-the-future-of-work\/podcast\/Pages\/default.aspx\">\u0625\u062f\u0627\u0631\u0629 \u0645\u0633\u062a\u0642\u0628\u0644 \u0627\u0644\u0639\u0645\u0644<\/a>, <a href=\"https:\/\/www.alumni.hbs.edu\/events\/Pages\/skydeck.aspx\">\u0633\u0643\u0627\u064a \u062f\u064a\u0643<\/a>\u0648 <a href=\"https:\/\/www.hbs.edu\/news\/podcasts\/think-big-buy-small\/podcast-details?episode=3618853027\">\u0641\u0643\u0631 \u0628\u0634\u0643\u0644 \u0643\u0628\u064a\u0631\u060c \u0648\u0627\u0634\u062a\u0631\u064a \u0635\u063a\u064a\u0631\u064b\u0627.<\/a> \u064a\u0645\u0643\u0646\u0643 \u0627\u0644\u0639\u062b\u0648\u0631 \u0639\u0644\u064a\u0647\u0627 \u0623\u064a\u0646\u0645\u0627 \u062d\u0635\u0644\u062a \u0639\u0644\u0649 \u0645\u0644\u0641\u0627\u062a \u0627\u0644\u0628\u0648\u062f\u0643\u0627\u0633\u062a \u0627\u0644\u062e\u0627\u0635\u0629 \u0628\u0643.<\/p>\n<p>\u0625\u0630\u0627 \u0643\u0627\u0646 \u0644\u062f\u064a\u0643 \u0623\u064a \u0627\u0642\u062a\u0631\u0627\u062d\u0627\u062a \u0623\u0648 \u062a\u0631\u064a\u062f \u0641\u0642\u0637 \u0623\u0646 \u062a\u0642\u0648\u0644 \u0645\u0631\u062d\u0628\u064b\u0627\u060c \u0641\u0646\u062d\u0646 \u0646\u0631\u064a\u062f \u0623\u0646 \u0646\u0633\u0645\u0639 \u0645\u0646\u0643. <a href=\"https:\/\/hbr.org\/podcast\/2026\/03\/mailto:coldcall@hbs.edu\">Coldcall@hbs.edu<\/a>.<\/p>\n<\/p><\/div>\n<p>#\u0628\u0631\u0645\u062c\u064a\u0627\u062a #\u0634\u0631\u0643\u0629_\u0646\u0627\u0634\u0626\u0629 #\u0625\u0646\u0633\u0627\u064a\u062a_\u0633\u0643\u0648\u064a\u0631\u062f #\u062a\u0635\u0627\u0631\u0639 #\u0625\u0646\u0634\u0627\u0621 #\u0627\u0633\u062a\u0631\u0627\u062a\u064a\u062c\u064a\u0629_\u0645\u062b\u0644\u0649 #\u0644\u0644\u0645\u0628\u064a\u0639\u0627\u062a #\u0648\u0627\u0644\u062a\u0633\u0648\u064a\u0642<\/p>","protected":false},"excerpt":{"rendered":"<p>\u0628\u0631\u064a\u0627\u0646 \u0643\u064a\u0646\u064a: \u0645\u0631\u062d\u0628\u064b\u0627 \u0628\u0643\u0645 \u0641\u064a Cold Call\u060c \u0627\u0644\u0628\u0648\u062f\u0643\u0627\u0633\u062a \u062d\u064a\u062b \u0646\u062a\u0639\u0645\u0642 \u0641\u064a \u0627\u0644\u0623\u0641\u0643\u0627\u0631 \u0627\u0644\u0631\u0627\u0626\u062f\u0629 \u0648\u062f\u0631\u0627\u0633\u0627\u062a \u062d\u0627\u0644\u0629 \u0643\u0644\u064a\u0629 \u0647\u0627\u0631\u0641\u0627\u0631\u062f \u0644\u0644\u0623\u0639\u0645\u0627\u0644. \u0627\u0644\u064a\u0648\u0645 \u0641\u064a Cold Call\u060c \u0646\u062a\u062d\u062f\u062b \u0639\u0646 \u0634\u0631\u0643\u0629 \u062a\u0628\u062f\u0648 \u0623\u0646\u0647\u0627 \u0641\u064a \u0637\u0631\u064a\u0642\u0647\u0627 \u0644\u0644\u0646\u062c\u0627\u062d. \u0644\u062f\u064a\u0647\u0627 \u0639\u0645\u0644\u0627\u0621 \u0648\u0632\u062e\u0645 \u0648\u0633\u0645\u0639\u0629 \u0645\u062a\u0632\u0627\u064a\u062f\u0629 \u0641\u064a \u0627\u0644\u0633\u0648\u0642. \u0627\u0644\u0625\u064a\u0631\u0627\u062f\u0627\u062a \u062a\u062a\u062f\u0641\u0642\u060c \u0648\u0627\u0644\u0645\u0646\u062a\u062c \u064a\u0644\u0642\u0649 \u0635\u062f\u0649. \u0645\u0646 [&hellip;]<\/p>","protected":false},"author":1,"featured_media":3283,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_monsterinsights_skip_tracking":false,"footnotes":""},"categories":[9],"tags":[],"class_list":["post-6507","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.7.1 (Yoast SEO v25.8) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Software Startup InsightSquared Wrestled with Creating an Optimal Sales and Marketing Strategy - MORE SOURCING LTD<\/title>\n<meta name=\"description\" content=\"Even with strong product market fit, these founders disagreed on how to best focus their strategy to scale.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/moresourcing.com\/ar\/how-software-startup-insightsquared-wrestled-with-creating-an-optimal-sales-and-marketing-strategy\/\" \/>\n<meta property=\"og:locale\" content=\"ar_AR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Software Startup InsightSquared Wrestled with Creating an Optimal Sales and Marketing Strategy\" \/>\n<meta property=\"og:description\" content=\"Even with strong product market fit, these founders disagreed on how to best focus their strategy to scale.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/moresourcing.com\/ar\/how-software-startup-insightsquared-wrestled-with-creating-an-optimal-sales-and-marketing-strategy\/\" \/>\n<meta property=\"og:site_name\" content=\"MORE SOURCING LTD\" \/>\n<meta property=\"article:published_time\" content=\"2026-03-22T05:38:54+00:00\" \/>\n<meta property=\"og:image\" 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