Discipline 04 · How Compass Works

GROW™

Where does the next curve of value come from?

Profitable growth designed on the strengthened base — customers, offers, channels, and capacity aligned to value.

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Why it exists

Growth applied to an unarchitected enterprise multiplies complexity. Growth applied to a simplified, well-led enterprise compounds value.

GROW defines where the enterprise will win next, what it will decline, and what capacity, capability, and capital the next curve requires before it is committed.

The SIPOC of this area

Suppliers, inputs, process, outputs, customers.

Suppliers

Who provides what this area needs

  • Commercial, marketing, and product leadership
  • Finance and capital planning
  • Customers and the market itself

Inputs

What comes in

  • Market, customer, and competitive evidence
  • Segment economics and win/loss patterns
  • Capacity, capability, and capital position
  • The strategic intent set in LEAD

Process

The work, in sequence

  • Define where the enterprise will and will not compete
  • Size the second-curve opportunity honestly
  • Design the offer, channel, and pricing architecture
  • Confirm the capacity and capability required
  • Sequence the investment and the proof points

Outputs

What comes out

  • A written growth thesis with declined options named
  • Offer, pricing, and channel design
  • A staged investment and capability plan
  • Leading indicators that prove or disprove the thesis early

Customers

Who receives it

  • Ownership and investors
  • Commercial and delivery teams
  • Customers served by the next curve

How you know it is working

  • Growth arrives without a proportional rise in complexity
  • The enterprise declines work on purpose
  • Margin holds or improves as revenue grows

The rest of the model

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The next step

See what GROW would change here.

A short, confidential conversation about present reality — and what architecting this area would release.

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