The document provides advice for startups on how to scale effectively. It recommends focusing on walking before trying to fly, pitching the idea before building the product, prioritizing human interactions over clicks, making phone calls, providing excellent onboarding, offering all-hands customer support, visiting customers, saying thank you, offering office hours, setting simple goals and hustling, learning to say no, and having a not-to-do list and anti-roadmap. The overall message is about sustainable growth rather than rapid but unsustainable expansion.

1. !
The
Unscalable
Startup
!
Steli
E(i
steli@close.io

2. Helped
200+
venture
backed
startups
in
Silicon
Valley
scale
sales.

4. Unscalable
Startups

5. !
Learn
to
walk
before
a6emp8ng
to
fucking
fly.

6. Pitch
Before
Product

7. Throw
Humans
At
The
Problem

8. Watch
People
Not
Clicks

9. Pick
Up
The
Fucking
Phone

10. Onboard
Like
A
Boss

11. All
Hands
Support

12. You’re
not
more
important
than
Craig.

13. !
Do
what
others
don’t.

14. Visit
Your
Customers

15. Say
THANK
YOU!

16. Offer
Office
Hours

17. Set
Simple
Goals.
Then
HUSTLE!

18. !
The
Art
Of
Saying
NO
Not
To
Do
List.
The
An8
Roadmap.

19. !
The
Unscalable
Startup
!
Steli
E(i
steli@close.io