Dear SaaStr: What key things should a SaaS startup focus on to grow from 100k-1M ARR?
The simplest way to go from $500k to $1m ARR is to treat every prospect like a king or queen.
Like they are the single most important prospect / customer in the world.
- Even for a $49/mo deal, spend 10 hours with them if they need it. Tune the product. Provide 24×7 support.
- I slept with my laptop next to my bed at this phase to be the “swing shift” support.
- Go and meet any possible customer you can in person, especially if they are local. Even if they pay $20 a month.
- Ask every single customer what more you can do for them. And go build that.
Treat each customer like they are paying you $100,000 a year. They deserve that. They’re taking risk on you. A vendor no one has ever heard of.
Every customer at this stage is a gift. A chance to learn. A chance to grow with them. A chance to find 10, 20, 100 more customers just like them. With the same needs. Treat them like royalty, and they’ll show you the way.
I did it. It worked.
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