At what revenue level did the speaker observe a slowdown?

Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

The Surprising Key to Success: Don't Wait for a Slowdown!

13 Oct 2023 · 1 min

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Speaker (Jason M. Lemkin) warns that fundraising becomes much harder once a company's growth slows; he notes his team experienced a slowdown at roughly $50 million (ARR) and realized they were market-constrained despite visible logos. He advises founders to proactively build a real, detailed database of their addressable market (not a vanity TAM slide) before growth flattens.

Questions this video answers

Roughly $50 million (ARR).

Chapters

By the way, it's much harder to raise money when your company's slowing down. And so, for us, we saw this slowdown roughly around 50 million of AR, and there'd be the logos on the top of the building. I'd be like, okay, I pitched that customer, their customer, their customer. I pitched that customer. Everyone, every single company. We'd either pitched or they'd buy. I was like, oh, geez, we're tam. Constrained. But don't let it wait till you start flattening out, till you figure out your next act. And one of the things, very practically, I wish I'd done is build a database of your addressable market. Now, I don't mean that BS slide you show to investors that says your addressable market's like $10 billion or a trillion dollars. I mean, the real one.