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   Your deal size is your destiny. Plus, a roundup of this week’s best SaaS thinking.  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏  ͏ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­ ­
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                        Edition #520, 05-Jun-2026
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                       <p style="margin:0;margin-bottom:16px">
                        Most founders hitting their first $10k MRR are focused on survival, not strategy. That's understandable. It's also consequential.
                        <br/>
                        <br/>
                        We analyzed companies that reached $10k MRR and tracked what happened next: 70% were still targeting the same customer segment three or more years later. The retention profile they built at $10k MRR—good or bad—still shapes their growth.
                        <br/>
                        <br/>
                        And the differences compound. Companies that started targeting mid-market customers (roughly $1,000 a month) are growing at 22% year-over-year. Those that started at the low end and stayed there? Around 4%.
                        <br/>
                        <br/>
                        The early customer mix isn't just a reflection of where you are. It’s a structural bet on where you're going.
                        <a class="" rel="noopener" style="text-decoration: underline; color: #666e89;" target="_blank">
                         Read the full report here
                        </a>
                        .
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                         <strong>
                          Nick Franklin
                         </strong>
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                        <br/>
                        Founder &amp; CEO
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                        This week in SaaS
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                       Startups become what they hunt
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                       <p style="margin:0;margin-bottom:16px">
                        Mice, rabbits, deer and elephants. There are four routes to $100 million. Our latest report looks at how each path impacts revenue retention and growth, and why most companies never change course.
                       </p>
                       <p style="margin:0">
                        <em>
                         "There’s a reason why deer hunting is a popular move. It’s better than the alternatives. Companies that started as deer hunters and stayed there are growing revenue at an average of 22% year-over-year."
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                        Slippery slop
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                       <p style="margin:0;margin-bottom:16px">
                        Once there’s an AI agent for everything, using them becomes the path of least resistance. Gumloop CEO Max Brodeur-Urbas calls it the "slippery slop(e).” The test: if something took less time to create than it takes to read, it's probably slop. His internal memo makes the case for when to keep it human.
                       </p>
                       <p style="margin:0">
                        <em>
                         "The most concerning issue is how easy it’s becoming to let agents get in between a person and their craft. The thing that made them exceptional before AI."
                        </em>
                       </p>
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                        The Distribution Era
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                        If you're still treating GTM as something you'll figure out after PMF, someone is taking your market while you ship. AI made your product easy to copy. The only thing that can't be replicated overnight is the audience you've already built. Start now, or cede the category to someone who did.
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                         "The pattern is the same across every Distribution Era winner we’ve seen so far: become the default brand in the category before anyone else can. Build the audience, earn the trust, and ship the product into a market that already believes in you."
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                          Read on
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                        <img alt="How I think about hiring" height="auto" src="https://inboxflows.com/_/image/https%253A%252F%252Fuserimg-assets-eu.customeriomail.com%252Fimages%252Fclient-env-125412%252F01KTBJQ6MG2F8APXN0D67ND3ZF.png/?inbox_flows_img_sig=eyJwYXRoIjoiaHR0cHMlM0ElMkYlMkZ1c2VyaW1nLWFzcyIsInRpbWUiOjE3ODA2NjA4NTUuMTYzMzd9:1wVTEN:nP6xxTcZFuu5GRXvqTRPbHYAM3GXOfEHaHNnE19RJFA" style="display:block;height:auto;border:0;width:100%" title="How I think about hiring" width="258"/>
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                        How I think about hiring
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                       <p style="margin:0;margin-bottom:16px">
                        Lovable's Elena Verna outlines how the company structures their team across two axes: cowboys (boundary-pushers) vs. farmers (operators who scale what's been built), and old guard (seasoned vets) vs. new guard (AI-native early-career hires). All four types need to coexist, with a flat hierarchy and high autonomy key to making it work.
                       </p>
                       <p style="margin:0">
                        <em>
                         "For companies at our size, the instinct is usually to hire Farmers. Usually, the cowboys come first (and later, when you hit a new PMF horizon), but the classic move for a scale-up is to put down roots and start harvesting revenue."
                        </em>
                       </p>
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                        The most popular path to $10k MRR is 100 customers paying $100 per month.
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                         Learn more
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                           here’s how to develop yours.
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                           3
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                             Ask customers “When can you launch?”:
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                           for a better outcome than "When would you like to launch?"
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