PMF needs to grow up too

The product‑market fit you celebrated at seed is a complete failure at Series B.

Why?

The bar has to climb as headcount and revenue climbs.

At 10 people, a $50 k MRR feature looks magical.

At a 50, $50K MRR barely pays for the snacks.

Once you scale past a few million ARR, every feature must swing big.

For e.g. Arc, PMF per feature looked as following:

1. Seed – Ten customers pre‑pay; proves pain.

2. Series A – One feature funds the sales team; proves repeatability.

3. Series B – At least $10M ARR

With rising altitude, the ceiling becomes the floor fast.

Clear bars of what PMF means not only allows you to allocate resources better. It also kills feature creep.

When the bar is clear and public, the team self‑polices scope:

Will this hit eight figures? If not, kill it or combine it with something bigger.

Decision paralysis evaporates.

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Enjoyed reading this?

Then check out my conversation on the focal podcast with Don Muir, Co-Founder and CEO of Arc (>$180M raised in debt and equity from YC, Bain, and Left Lane)

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