Revenue Physics

The System Behind Inevitable B2B Tech Vendor Growth in the Enterprise AI Era: The Definitive Handbook for Boards & Operators

Enterprise technology companies rarely fail due to a lack of ambition.

They fail because they lose control of the system that produces growth.

In Revenue Physics, veteran operator and 2x B2B CEO Mark W. Vigoroso introduces a governing model for predictable, inevitable enterprise growth designed for CEOs, boards, and other operating partners navigating the volatility of the AI era. Drawing on three decades of experience across private equity-backed startups and global technology firms including Verizon, Qualcomm, Oracle, PTC, NCR, and SAP’s ecosystem, Vigoroso exposes what he calls The Growth Illusion: the moment when activity increases while predictability quietly erodes. Revenue may still rise, but forecast accuracy widens, margins compress, CAC deteriorates, expansion slows, and enterprise value becomes fragile long before performance visibly breaks. Instead of treating growth as a collection of tactics, Vigoroso reframes it as a governed, cross-functional operating system that can be designed, stress-tested, instrumented, and continuously improved.

Revenue Physics reveals how forces such as decision latency, signal quality, friction accumulation, and capital efficiency shape enterprise outcomes - and why generative AI increases cognitive throughput while agentic AI increases system force. The book is structured across five parts, and each chapter includes board dialogue prompts, diagnostics, KPI tables, and practical tools designed for immediate executive use. The result is a rare bridge between operating mechanics and enterprise valuation: a framework that turns growth from a hopeful outcome into a predictable system - one capable of compounding advantage, year after year.

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ISBN: 979-8-90026-334-2
Imprint: Amplify Publishing
SKU: 18-1687-01
Categories:Amplify Publishing, Business and Finance, Technology

“Revenue Physics challenges leaders to think differently about growth. Instead of chasing outcomes, it helps them understand the conditions that create those outcomes. That’s a powerful shift because it leads to better decisions and more consistent execution.”

—MARK MOFFAT, CEO, IFS, BACKED BY EQT AND HG | EX-PWC | EX-VODAFONE

“Revenue Physics captures something most software companies learn too late - that constraints on growth aren’t due to a lack of effort, but rather the result of the system itself being out of alignment. Vigoroso adeptly reframes go-to-market as an operating discipline, not a collection of functions, and ties it directly to measurable outcomes like retention, expansion, and long-term customer value. For B2B tech CEOs and boards navigating the shift to AI-driven enterprises, this is a practical lens to diagnose where growth is leaking - and how to fix it with precision.”

—JOHN CASE, CEO, ACUMATICA – BACKED BY VISTA EQUITY PARTNERS EX-MICROSOFT | EX-VERIZON

“Mark’s book explains why our growth became predictable only after we stopped chasing momentum and started governing the system. It captures hard-earned lessons most operators learn too late.”

—PAUL BAIER, CO-FOUNDER & CEO, GAI INSIGHTS 4X B2B TECH CEO | HARVARD BUSINESS SCHOOL MBA & EXECUTIVE FELLOW

“The pace of AI-driven change is outrunning most governance frameworks - what looks like a measured transformation today can become an irreversible structural shift within a single planning cycle. Most enterprise AI conversations still focus on point tools and productivity gains. Revenue Physics takes a different view: it evaluates AI’s impact across the full arc of revenue motion - from how signals are read to how decisions propagate to how friction accumulates - and gives boards a sober, practical framework to govern that force without mistaking volatility for innovation.”

—PETER DORSMAN, MEMBER, BOARDS OF DIRECTORS, APTIHEALTH, WHITE CAP, CLIP MONEY, AND SUNSOURCE | MEMBER, ADVISORY COUNCIL, THE ENTERPRISE EDGE | EX-NCR, EX-STANDARD REGISTER

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