Pre-revenue: idea and market validation. ARR to $1M: customer success. ARR to $3M: building out the teams. <— I’d probably say “repeatable sales processes” specifically here.
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ARR to $10M: hiring and education. ARR to $30M: optimizing and expanding. ARR to $100M: building the ecosystem <— this is the phase which I think is most “Choose your own adventure”; for many businesses it’s product line expansion and a few years of marching upmarket.
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