Corporate growth gets measured in a lot of ways. Revenue. Headcount. Valuation. Media coverage. But Reagan Lancaster, who was President and CRO at i2 Technologies when it grew from $2 million to $1.8 billion in revenue, has a specific definition of what real growth means.
Real growth is revenue growth that reflects actual customer value delivered. It is repeatable. It is margin-positive. It is the result of a sales organization that has been built with the right structure, the right methodology, and the right compensation design.
The shortcuts tend to reveal themselves at the most inconvenient moments. Reagan has seen companies pursue growth in ways that made them look good on a pitch deck while hollowing out the fundamentals that would have made the growth durable.
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Reagan Lancaster advises technology companies on go-to-market strategy, sales organization design, international expansion, and exits. He has helped 40+ companies scale, been through 31 acquisitions, and built revenue from millions to billions at i2 Technologies and Oracle.