The Three Companies You Build

1. The Servant (First 10–20 Customers)
   • Do whatever it takes to get customers results.
   • Manual, high-touch delivery.
   • Focus on one type of customer and sell them what they want now.
   • Goal: Find real demand and learn what they truly want to buy.
2. The Solution (~$50k–$250k ARR)
   • Narrow down to your “Hell Yes” customer.
   • Start formalizing your sales and onboarding process.
   • Build enough product to make delivery easier and more consistent.
   • Goal: Define your repeatable demand pool.
3. The Machine (~$250k–$1M+ ARR)
   • Systematize what works and hand off execution where possible.
   • Automate and scale delivery.
   • Reduce distractions and double down on high-ROI activities.
   • Goal: Scale efficiently while keeping PMF strong.