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By Lenny Rachitsky · lennysnewsletter.com · @lennysan on X · YouTube · LinkedIn
Lenny Rachitsky closes his seven-part B2B series by answering how long reaching $1M ARR typically takes, which growth channels scale B2B companies, and when and how much to charge. He draws on interviews with founders of top B2B companies, covering time-to-$1M benchmarks, six growth channels, and pricing lessons.
Subscriber post — summary only01Key takeaways
- Aim to reach $1M ARR roughly 1.5 years after signing the first customer, matching top B2B companies' pace.
- Most growth comes from one of three channels: self-serve inbound, sales-assisted inbound, or outbound sales; optimize that one first.
- Start charging earlier than feels comfortable, since early revenue builds discipline and leverage.
- Price higher than instinct suggests, because founders tend to underprice their product's value.
- Keep early pricing simple, but revisit it every six months or so as the product and customers mature.
“My number one piece of advice is to ask for money earlier.”Spenser Skates · Lenny’s Newsletter
“Most companies charge too late. We started charging from day one.”Mathilde Collin · Lenny’s Newsletter
02Frameworks mentioned
Summary and takeaways written by PM Atlas; quotes are short excerpts. © the original author.