Reaching a $100K MRR within 12-18 months of a product launch in a B2B SaaS seems to be the ideal growth rate recommended by most investors. How can founders structure their startup, product, and sales before launching to hit those numbers?

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JASON LEMKIN

While that would be great, it’s not really that important.

What’s far more important is getting to $100k before you get too tired or run out of money — and then growing quickly thereafter.

The best SaaS companies scale from $1m ARR (roughly $100k in MRR) to $10m in 6 quarters or less.

But it doesn’t really matter how long it takes you to get to product-market fit and Initial Traction. That “initial launch” may not even be a truly sellable product yet. It may take you another 6 months of iteration just to figure that out, and get your content marketing / outbound / whatever engine going.

Put differently, rarely is the path from $0 to $1m in ARR linear. But after that, it usually becomes much more predictable in SaaS.

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Published on September 22, 2017
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