From Impossible to Inevitable, the sequel to Aaron Ross’ Predictable Revenue, contains two cornerstone concepts that they’ve borrowed and expanded upon: the hourglass and the role of customer success in creating predictable revenue.

Their hourglass focuses on pipeline (lead generation, sales, and success), showing the three key areas where predictable, scalable revenue comes from. They also explain that dedication to customer success is vital to growing your “seeds,” explaining that it’s not about increasing customer satisfaction, but about creating revenue growth.

This book is chock full of great advice for companies looking to grow exponentially despite the many pitfalls that plague the SaaS industry.

While primarily focused on sales, Ross and Lemkin’s “7 Ingredients for Hyper-Growth,” from nailing your niche to defining your destiny, is essentially a checklist that customer success teams can use to better understand their place in the company growth.