I’ve led multiple B2B SaaS growth journeys and found that scaling tactics must evolve with each stage—what worked for 10 customers fails at 100. According to recent data, most founders underestimate mental shifts required at key inflection points. At the 10-100 customer stage, pattern recognition and repeatable systems are vital. Beyond 100, optimizing for leadership and efficiency matters more than sheer growth. Stage-appropriate metrics (like NRR >100% and CAC payback <12 months) are essential.

How are you adapting your ops and psychology for each growth phase?

This is pretty good. I have been part of two bootstrapped start ups that failed to get above 100 customers.

In both cases, the minimum individual sale was $10k. So I would say our playbook should have been a little different, but there is a lot of wisdom in this article.