3 Small Changes That Made My Company More Scalable — and Boosted Our Sales by $14 Million in 1 Year

Scaling a business is often painted as this glamorous race to the top. In reality, it’s the groundwork you lay that would either make or break your growth. I’ve been there — building a tech company from scratch to a successful exit and now investing in other startups — and let me tell you: the small, behind-the-scenes tweaks are what move the needle. It’s not enough to have a killer product, a stellar team or a huge market. If you don’t get your house in order from the get-go, you’ll likely struggle to maximize all the good things you have going for your business.

Whether you’re just starting out or looking to refine your operations, these three simple, real-world tips can make your company more scalable and save you a ton of headaches down the road.

Get your documents in order

One of the first things you need is a solid system for organizing your documentation. Setting up a data room (a central place where all your important documents are stored) early on spares you a lot of hassle and helps your team run like a well-oiled machine. Your data room should include everything from legal contracts to financial statements. Note that most data rooms nowadays are digital rather than physical, this way they’re more accessible and central to the entire company.

I remember the early days of Vungle when our documents were scattered all over the place — different computers, email threads and even physical folders. It was chaotic, especially when we were gearing up for Series A funding. Once we set up a proper data room, it made a world of difference. We could quickly find any document investors needed and it showed them we were on top of things.

Pro-tip #1: Start labeling your emails. It might seem inconsequential, but having an organized inbox is a lifesaver when you’re in a crunch to locate key info or files. From there, you can slowly graduate to initiating filing systems for key documents and eventually maintaining a well-organized data room.

Related: 4 Tips to Better Manage Your Email Inbox

Give life to your pitch deck

Your pitch deck shouldn’t be a static document; it should be a living, breathing tool that evolves alongside your company. Many founders mistakenly think that their pitch deck is only for raising funds, but in reality, it has much broader potential. You can repurpose it as the foundation for other key assets, such as employee onboarding presentations, your brand identity board or your website and social pages. The possibilities are endless when you view your pitch deck as the core reference for your company’s early-stage documents.

As a VC and startup investor, I’ve seen countless pitch decks — some brilliant, others not so much. The ones that stand out are always up-to-date, reflecting the latest developments and strategy shifts. Regularly updating your pitch deck isn’t just about impressing investors; it’s an exercise in self-reflection that forces you to view your business from different angles. This can be crucial for keeping your team aligned and your strategy on point.

Pro-tip #2: Calendar your pitch deck reviews. Whether it’s monthly, quarterly or at least yearly, schedule regular checks of your pitch deck. By blocking this on your calendar, you’ll ensure it doesn’t slip through the cracks and you’ll stay grounded in your company’s evolving narrative.

Related: How to Sell Your Story Through Your Pitch Deck

Get to work on your sales SOPs

A well-documented sales pitch ensures that everyone on your team is on the same page, and it’s worth investing the time to get it right. At Vungle, we noticed early on that some of our salespeople consistently outperformed others. So, we started recording their calls, analyzing what worked and eventually turning those insights into a standardized sales script. This simple change had a massive impact — our sales skyrocketed from $850,000 to $15 million in just one year. The consistency and clarity it brought were game-changers.

But we didn’t stop there. We created email templates for our outreach, which expanded our pipeline and fueled another surge in growth, pushing sales from $15 million to $56 million the following year. This experience highlights the power of standardizing your sales process. At its core, it can help you amplify what works and make that repeatable across your team.

Pro-tip #3: Start with an FAQ sheet. Building a full sales bible might seem overwhelming, so start small. Begin with a simple document listing common client questions and corresponding answers. This lays the foundation for a more comprehensive sales guide. Over time, you can expand this into detailed sales scripts and SOPs for client outreach and onboarding.

Related: Salespeople Have Some of the Highest Turnover Rates — But Here’s How You Can Retain Them.

Effective scaling is all about building a solid operational foundation. When you organize your documentation, keep your pitch deck current and standardize your sales pitch, you’re setting yourself up for scalable growth. By implementing this, you’ll undoubtedly find that small but incremental efforts often make the biggest impact on long-term success.