Introduction

17 experts share simple, real tips to help founders reach EUR 1M ARR faster, without wasting time on the wrong moves.

What's the problem it solves?

Early founders often try to scale too soon with weak basics. They guess their ICP, say yes to everyone, copy tactics from the wrong market, overbuild pricing and CRM, and do content without a clear story. This article gives practical steps to build strong GTM foundations first.

Quick Summary

The experts start with positioning and messaging. They say your market maturity changes the rules, so you must know if you are early or already crowded. They also push you to stay close to power users, pick a clear category or use case, and write your sales story before you build more. Your homepage should guide the right people to the right path and block everyone else.

Next is ICP and focus. Multiple experts say most founders do not truly know who they win with yet. Use your first customers to find patterns in fast time to value, low discounting, and clear ROI. Build an anti-ICP list to avoid bad pipeline. Niche down first, then expand later in a structured way.

Then come content, pricing, and tracking. Content works best after you have a real MVP and a sharp point of view, plus a channel choice that matches how buyers learn. Pricing should be treated like an ongoing process, but early on keep it simple and use it to learn willingness to pay. For CRM and KPIs, do not overcomplicate. Track a few decision-driving metrics, follow up more than you think, and use a simple pipeline. The bonus point: borrow a proven business model early so you can focus on learning from customers.

Key Takeaways

• Market maturity decides your positioning strategy, not your ambition.
• Talk to power users often to keep messaging, roadmap, and proof points sharp.
• Pick a clear category or workflow so people instantly understand what you do.
• Write and test your sales story with 3 to 5 right-fit early customers.
• Your homepage should qualify hard, not just try to convert everyone.
• ICP is a discipline: use data from real customers and update it often.
• Niche down first, then expand step by step once you have traction.
• Content compounds only after you have MVP plus focus plus distribution.
• Pricing is a process, but at 0 to 1M keep it simple and learn fast.
• Do not build a messy CRM machine. Use a simple pipeline and follow up a lot.
• Start KPIs from decisions, not dashboards. Track a few leading indicators.
• Use a proven business model so you can spend more time with customers.

What to do

• Decide if your market is early or mature, then choose your positioning style to match it.
• Pick one primary use case or category you want to own and make it your main message.
• Write a simple sales story: villain, struggle, payoff. Test it with 3 to 5 ideal early customers.
• Open a direct channel with power users (Slack group, calls, or office hours) and review learnings weekly.
• Build a basic messaging library: benefits, differentiators, ICP, proof points, competitors.
• Audit your top 10 customers for fastest close, lowest discount, fastest time to value, then define ICP from that.
• Create an anti-ICP list and use it to filter leads and demo requests.
• Choose one content narrative and one main channel, then commit for 6 months.
• Treat pricing like a quarterly habit: set a goal, run small changes, learn, repeat.
• Keep CRM simple: one pipeline, around six stages, and a strict follow-up rhythm.
• Track 3 to 5 metrics that drive decisions (activation, conversion, retention, CAC payback), with clear formulas and owners.

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