BizSugar.com › Strategy › 12 Critical Points to Bring You to the $100m ARR Milestone

What we’ve learned by looking at how to scale from $10 to $100m ARR based on in-depth research, statistics, and lessons learned from SaaS leaders.


According to Jason Lemkin, the most challenging phase of SaaS is the transition from initial traction ($1-$2m in AEE, 100% YoY growth, and 50% of new customers from zero-cost marketing) to the next phase, known as initial scale. And as Lemkin further explains, once you reach the $10m mark in ARR, it means you have a solid brand, a valuable product, and a strong team. So, when you’ve reached this mark, you’re well on your way to scaling.