Growth that compounds, not just accumulates.
Focusing on the decisions that make B2B growth compound: where to play, how to price, how to run the revenue system, and what survives a cross-border deal.
The thesis
Addition has a ceiling. Leverage doesn't.
Most growth levers eventually flatten.
More spend, headcount or activity can move a quarter without improving the next one. Leverage is different: it makes the next decision easier as well as the current one. Better pricing sharpens positioning. A clearer go-to-market motion can improve retention. AI can turn revenue operations into capacity rather than overhead.
The question is where leverage sits, and whether it survives the quarter that created it.
That question connects the work, the research and the teaching here.
The focus this week
Two pages worth a closer read.
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Revenue operations & AI What AI actually changes in revenue operations Two field experiments and a staggered rollout. Two of the harms an average cannot see; the third it records as an improvement. Read the page → -
Growth that compounds The incrementality illusion Why attribution dashboards can report phantom returns while holdout tests find little or no lift, and how to size causal measurement. Read the page →
Three tracks, one person
One operator, three lenses.
Commercial growth from the operator's seat. Cross-border integration from the research bench. The same decisions tested in the lecture hall.
Research
A DBA at EM Normandie on the first year after a cross-border acquisition: what happens to sales, marketing and the revenue case. Fieldwork is under way.
Take part in the study →Lecturing
Teaching marketing, pricing and growth at IU, where an idea has to survive questions before it earns a place on the syllabus.
More on the lecturing →Work
The commercial systems behind growth: go-to-market, pricing, revenue operations and cross-border expansion. This site is the working publishing and research system that holds the work.
More on the work →Growth from three sides at once.
Commercial growth from the operator's seat.Research tests the claims.Teaching makes the thinking usable.
More about Sinan Isoglu, MBA (Quantic) →
Bring the question you're working on.
Research, a guest lecture, or a commercial question.
A short note is enough to give it shape.
Get in touch →