https://contentforsaas.hashnode.dev/the-saas-growth-cliff-why-100k-arr-isnt-the-finish-line

Reaching $100K ARR in your SaaS journey feels like a big win—and it is. But what comes next is harder, quieter, and far less talked about.

That awkward in-between phase—from $100K to $2M ARR—is where many startups stall. Some slow down. Others silently die. And most of what got you to $100K stops working the way it used to.

You won’t find a step-by-step playbook for this phase. But after reading founder stories, analyzing patterns from breakout SaaS products like Notion, Calendly, and Loom, and reflecting on hard-earned experience, I’ve distilled 8 brutally honest lessons that many learn too late.

1. Early Revenue Doesn’t Mean Product-Market Fit

Getting people to pay is great—but it’s not PMF. Real product-market fit feels like pull:

• Users return without reminders
• Referrals happen organically
• Usage grows without incentives

If you’re relying on handholding, discounts, or churn fixes, you haven’t nailed it yet.

2. Scaling on a Weak Foundation Will Break You

You can scale too early. And when you do, all your weaknesses get magnified—churn rises, CAC balloons, and morale dips.

Before you scale:

• Validate your GTM strategy
• Nail onboarding
• Understand why users are sticking around (or not)

More users won't fix a leaky bucket.

3. Sales Is Not Spam—It’s Insight

Founders often resist sales, thinking it’s beneath them or too “aggressive.” But in reality, early sales conversations are a goldmine.