Show Notes
$32K MRR, 9% churn, flat growth, but we figured out a strategy for how to restart growth. The thought process behind the analysis and determining a strategy, not just knee-jerk answers. Subscribe to A Smart Bear on YouTube 📘 Pre-order my book! 📘 Dmytro runs a profitable screenshot-API SaaS: ~1,000 customers, $32K MRR, four years in — and dead flat. He wants to triple it to $100K MRR, so he did something almost no founder will do on camera: he opened his entire dashboard and let me poke at all of it. (Dmytro's company is ScreenshotOne) (Follow Dmytro on Twitter) We work backward from the numbers. First, the math nobody wants to see: Deriving a hard ceiling around $40K — at 9% churn he literally can't reach $100K without changing something structural. Then the harder truth underneath it: in four years and thousands of customers, no single big, repeatable market for screenshots-as-an-API has ever shown up. That's the real crux — not the churn number, the missing market. (I might be wrong, and we pressure-test that too.) Instead of one "fix," we put four honest options on the table, all based on his personality and goals, and talk through how each one actually feels, not just whether it pencils out. If you've ever hit a plateau and couldn't tell whether to push, pivot, or quit, this is the whole reasoning process, out loud. 📄 Articles from the conversation: • The churn-ceiling math — why ~$40K is a wall: "Max MRR: Your growth ceiling" • The growth-curve chart I showed on screen — why real SaaS grows linearly until PMF: "Product/Market Fit: Experience & Data" • Why even "hypergrowth" isn't exponential (the acceleration trap): "The myth of exponential hypergrowth" • How to interview customers — the method for vetting Option D: "The Iterative-Hypothesis customer development method" Pre-order my book, Hidden Multipliers 📘 Follow A Smart Bear on: Twitter | LinkedIn | Bluesky | Newsletter 📩 About Jason Cohen (a.k.a. A Smart Bear): As a four-time entrepreneur across 25 years, both bootstrapped and VC-funded, resulting in two exits and two unicorns (Smart Bear & WP Engine), I've also been writing about everything I know for 18 years. Now I'm making some videos. More about me
More from Smart Bear Live
Brett Lindenberg’s startup Mindstamp puts six figures of profit in his pocket every year, helping businesses create interactive videos for training and sales. But growth has leveled off, and he’s having trouble changing that.Does he niche down to one kind of customer, or stay general and change how he reaches the market? Either way, most of the buyers he wants have never heard of interactive video. Cohost Jessica Malnik and I dig in: A candid working session including: - the cheaper plan that has him fishing in bad waters - why his best buyers aren’t searching for him - SOC 2, and why Mindstamp should never issue the certificate - certifications people care about at the identity level - teaching better interactive video as the marketing ================= ME ME ME!!! ================= Subscribe on YouTube Subscribe via Podcast 📘 Get my book 📘 My bio + 20 years of articles Twitter | LinkedIn ============================= STARRING BRETT LINDENBERG ============================= Mindstamp Twitter | LinkedIn ================================== WITH COHOST JESSICA MALNIK ================================== Homepage Subscribe on Newsletter Subscribe on YouTube The Remote Work Tribe Twitter | LinkedIn ================================ REFERENCED IN THIS EPISODE ================================ “The Iterative-Hypothesis customer development method” “Not Business Advice” books—Alex West TIMESTAMPS
Mario Peshev reduced his agency from 60 to 30 employees thanks to his own AI innovations. But almost nobody there is working on landing new clients.Pouring money into sales means building a machine he has never had. He could sell, but then he has to prove that this agency is worth a lot of money. Cohost Jon Sturgeon and I dig in: A candid working session including: - agencies in the world of AI - why an NPS of 90 proves nothing - bench time: waste, or a feature clients pay for? - a live cold-call role-play =============== ME ME ME!!! =============== Subscribe on YouTube 📘 Get my book 📘 My bio + 20 years of articles Twitter | LinkedIn ========================== STARRING MARIO PESHEV ========================== DevriX Personal site Newsletter Twitter | LinkedIn ================================ WITH COHOST JON STURGEON ================================ Dingus & Zazzy uhoh.com (an IT company for businesses that don’t have IT problems) Newsletter Twitter | LinkedIn =============================== REFERENCED IN THIS EPISODE =============================== “The Effortless Experience”—Dixon, Toman & DeLisi Hypergen, cold email TIMESTAMPS
He built it, and they didn't come.Rison Simon built PainPointy to scan Reddit so that marketers could learn the pain points of their customers and come up with article ideas. The problem is he's never had more than six customers. So he has to go interview customers and potential customers, which means first knowing what to ask them. We workshop that with my Iterative Hypothesis method — inventing the questions, then working out which ones are best. ME ME ME!!! Subscribe on YouTube 📘 Get my book 📘 My bio + 20 years of articles Twitter | LinkedIn STARRING RISON SIMON PainPointy Blog Substack Twitter | LinkedIn REFERENCED IN THIS EPISODE The Iterative Hypothesis Method AI skills that implement the Iterative Hypothesis Method TIMESTAMPS
How can George Paladichuk take his startup NaiL from 1 huge customer, to the next 100 customers? Cohost Dan Martell and I dig in: A candid working session including: - finding early adopters in public data - reading job postings to find your buyer's software - the $15K way inside a global franchise - products for many instead of a product for one - should he chase elephants or mid-market? ======================= ME ME ME!!! ======================= Subscribe on YouTube Get my book My bio + 20 years of articles Twitter | LinkedIn ======================= STARRING GEORGE PALADICHUK ======================= NaiL George's site LinkedIn YouTube ======================= WITH COHOST DAN MARTELL ======================= Dan Martell Growth Stacking Show (podcast) Martell Method (newsletter) YouTube https://twitter.com/danmartell https://ca.linkedin.com/in/dmartell ======================= REFERENCED IN THIS EPISODE ======================= "Buy Back Your Time"—Dan Martell "Crossing the Chasm"—Geoffrey A. Moore TIMESTAMPS
Carl Alexander built Ymir — a serverless AWS platform that deploys WordPress and PHP applications onto a customer's own AWS account — and the twenty-five customers who run production stores on it never leave. They also all pay $39 a month, and nobody new signs up. Did four years falsify the market, or was it the wrong buyers? It's the second one. The $39, the self-serve signup, the WordPress developer he kept aiming at — every piece of the offer points away from the thing he's world-class at, which is teaching people how this works. Cohost Bryce Adams bootstrapped Metorik on the same platform, and he's been telling Carl to charge more for years. He and I dig into who the buyer actually is, and what Carl should be selling him. A candid working session including: - five years of talks, zero customers - $39 versus "bet our company on it" - the joke tier he shouldn't have deleted - what Metorik charged from day one - should he stop going to conferences? ME ME ME!!! Subscribe on YouTube 📘 Get my book 📘 My bio + 20 years of articles Twitter | LinkedIn STARRING CARL ALEXANDER Ymir Ymir Reports Blog Twitter | LinkedIn WITH COHOST BRYCE ADAMS Metorik Twitter REFERENCED IN THIS EPISODE "Using the Needs Stack for Competitive Strategy" "SaaSocalypse" video by Jesse Hanley TIMESTAMPS