It’s not all viral growth stories—there’s a lot of mess behind the scenes. I’m pulling back the curtain on how we hit 1 million ARR, sharing failures, surprising data, and lessons that stuck.
The Framework That Actually Works
Here is a simple framework for evaluating startup growth. It's not complicated, but it requires discipline.
Step 1: most founders overthink this and underspend on execution
This is where most people go wrong. They skip this step entirely and jump straight to execution. Don't do that.
Step 2: your team matters more than your technology
Once you have the foundation right, this becomes much easier. I've watched founders struggle with this for months when the answer was staring them in the face.
Step 3: Iterate relentlessly
Nothing works perfectly the first time. The companies that get startup growth right treat it as an ongoing process, not a one-time project.
What I've Learned From 123 Companies
A few patterns in startup growth come up again and again.
The founders who handle startup growth well understand that your team matters more than your technology.
The AI Angle
Any discussion of startup growth in 2026 has to include AI. As someone who's invested in Anthropic, OpenAI, Scale AI, and Hugging Face, I have a front-row seat to how AI is transforming this space.
The short version: AI makes good practitioners better and bad practitioners worse. It's an amplifier, not a replacement.
Some teams use AI to get far more out of startup growth. Others spend heavily on AI that solves the wrong problem. The difference comes down to understanding what you're actually trying to achieve.
This connects to broader themes around content marketing, viral loops, retention strategies, product-led growth, SEO for startups that I've been thinking about a lot lately.
Wrapping Up
I've shared a lot here, and I know it can feel overwhelming. But you don't need to get startup growth right on day one. You just need to get started and keep improving.
Founders who do well at startup growth tend to share one trait: they're relentlessly practical. They don't chase perfection. They chase progress.
That's the mindset I'd encourage you to adopt. Start where you are. Use what you have. Do what you can. And keep pushing forward.
As always, I'm rooting for you.
Frequently Asked Questions
Q:How has this view evolved over time?
My thinking on most topics has changed significantly over the years. Early in my career, I held many conventional views that experience proved wrong. I try to update my beliefs when the evidence changes.
Q:Do all experts agree with this view?
No, and that's fine. The best ideas in business are often contrarian. I share my perspective based on my experience and data, but I encourage you to seek out opposing viewpoints and form your own conclusions.
Q:How can I apply this thinking to my own situation?
Start by identifying the core principle behind the opinion, not the specific example. Then ask yourself: does this principle apply to my context? If yes, test it in a small, low-risk way before going all in.
Q:What's the most common pushback you get on this?
People often push back by citing exceptions or edge cases. And they're usually right that exceptions exist. But building a strategy around exceptions rather than patterns is a losing game for most founders.