This post is by Jason Lemkin from SaaStr
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Generally, it gets easier to grow at a “good”/modest rate at you scale, but harder to grow at an outsize rate. Why? Once you cross $5m-$10m in ARR, then usually:
- You have a brand. At least, you have a mini-brand in your niche. And that brand generates leads organically, and fairly low-cost leads. This helps a lot.
- Renewals make things more efficient. It’s much cheaper to renew a customer than to acquire one.
- Account expansion starts to work. The best mid-market and enterprise SaaS companies grow their accounts 120%-160% as a cohort, inclusive of churn. But, this takes a while to kick in. A couple of years, really.
- It’s much more predictable. After $10m ARR or so, you start to have a good sense, within a range, of how you are going to do this quarter and this year.
- Your infrastructure usually is stronger. From your technical infrastructure and platform, your financial controls and recruiting processes … you have more people, process and technologies to scale.
- You have redundancy. You can lose a top salesperson or engineer, and it’s still tough. But no longer the end of the world.