SaaS Growth, Engineered

As you scale, acquiring customers becomes more expensive while competition puts pressure on pricing.

Impact: Growth that looks impressive but destroys profitability

Common Stage: $5-20M ARR when initial acquisition channels saturate

The founder-led or early sales approach fails to perform with a larger, less experienced team.

Impact: Inconsistent results, longer sales cycles, reduced conversion rates

Common Stage: $8-25M ARR when sales team expands beyond founders

Early high-touch support becomes unsustainable as customer count grows.

Impact: Rising support costs, declining satisfaction, increasing churn

Common Stage: $10-30M ARR when customer base exceeds support capacity

Engineering processes that worked for early builds struggle with more complex requirements and technical debt.

Impact: Slowing release cycles, increasing bugs, feature prioritization challenges

Common Stage: $15-40M ARR when product complexity increases

Expansion into new segments or geographies creates operational and go-to-market complexity.

Impact: Diluted focus, inconsistent execution, resource conflicts

Common Stage: $20-50M ARR when expanding beyond core market