In this episode of the School of Presales podcast, I delve into the challenges and strategies surrounding the adjustment of 2024 targets in response to a remarkable 100% year-over-year growth in 2023. Though in the startup scene the recurring nature of such adjustments and discusses the implications of doubling sales targets makes this no surprise - it is still a challenge. I look at the three crucial areas that need attention for successful scaling of the Presales team: hiring, adjusting demo systems, and refining the Proof of Concept (POC) process. It is important to carefully expand the team and I share insights on hiring practices and onboarding new talent without disrupting existing structures. After hiring comes onboarding and documenting onboarding processes and encourages new hires to contribute to this documentation, eases the burden on presales leaders. We also touch upon the necessity of a reliable demo system that represents the company's value effectively. With the growth design problems surface which can make demo akward for the presenter hence we need to do something. As the conversation progresses, I look into the complexities of scoping and managing the POC process, emphasizing the need for easy and effective documentation tools. He introduces the idea of leveraging tools like Google Forms for scoping calls and stresses the importance of managing POCs efficiently. And of course the School of Presales can help you with workshops to scale your organization. Doubling the numbers in 2024 needs a structured approach, suggesting that with the right structure, exponential growth need not be daunting. Explore the workshops, which include a one-year membership in the School of Presales community, providing ongoing support and guidance to navigate the complexities of SaaS growth in the coming year. Make 2024 your year. Workshops: https://schoolofpresales.com/success-in-2024 If you like to learn more about this topic join our community https://school-of-presales.mn.co (subscription only, 14 days trial period) or read along the blog on the website https://schoolofpresales.com. This podcast complements the offering. Here I will share my thoughts, tips, stories and more about my journey in Presales and what I learned from it.