Official thread

The $10M ARR Roadblock: It's Not Your VP Sales

PSA: When your company stalls out at $10M ARR, it's not because you need to hire a new VP Sales.


It's because you never had real PMF. Your VP Sales was making magic happen based on promises of the future... a future you did not deliver.


99% of companies get this wrong.



-SM

๐Ÿ’พ Product
๐ŸŽค Sahil
8

12 comments

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braintank
Politicker
6
Enterprise Account Executive
What's bravado ARR?
poweredbycaffeine
WR Lieutenant
2
โ˜•๏ธ
This is a great question.
poweredbycaffeine
WR Lieutenant
5
โ˜•๏ธ
Yo Shail, what do you know about building a >$10M business?
braintank
Politicker
1
Enterprise Account Executive
excellent
oldcloser
Arsonist
4
๐Ÿ’€
Thanks for this. It rings loudly. This was me in my last role. Itโ€™s now 2 months later. Sales headcount was 20. Itโ€™s now 13. SDR team was 16. Itโ€™s now 10. Feb Rev was $1.2M April was $870k. I was laid off - fuck that, I was fired and not replaced. COO took the reins. Ainโ€™t that just a bitch? How do I know current numbers after lockout? People. Inspire and lead, loyalty happens.
Pachacuti
Politicker
4
They call me Daddy, Sales Daddy
I have never understand the significance of any given number. Why is $10m a thing? If you keep on doing what your doing, and itโ€™s working, it shouldnโ€™t stall out unless you think at $10m you have โ€œmade itโ€ and you just stop trying.
poweredbycaffeine
WR Lieutenant
2
โ˜•๏ธ
VCs love to mark the speed from 0-1M, 1M-10M, 10M-100M

They also love a 3x, 3x, 2x, 2x, 2x YoY growth rate.

These are the numbers that VCs use to evaluate their portfolios for "unicorn" growth.
punishedlad
Tycoon
0
Business Development Team Lead
Every VC out here chasing unicorns...

How about some nice stable growth companies that can provide consistent returns for your stakeholders? Unicorn culture is just a "get rich quick(er)" scheme for the already rich
poweredbycaffeine
WR Lieutenant
0
โ˜•๏ธ
Very poignant article her: https://openviewpartners.com/blog/1m-arr-achieved-product-market-fit-think-again

Also, unicorns are no longer...unique. VCs can manipulate a valuation in a big round to get their portfolio over the $1B mark.
CPTAmerica
Opinionated
2
President/CRO
If you were bootstrapped employees with equity would be looking at a decent pay day ๐Ÿ˜Ž
Maximas
Tycoon
0
Senior Sales Executive
Surely!
FinanceEngineer
Politicker
2
Sr Director, sales and partnerships
This the the selling ahead trap. Try not to do this, or be prepared to deliver. You might also not be built to scale, and that is the kiss of death.

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