Most SaaS and MSP teams between $1M-$10M ARR make the same three go-to-market mistakes. I've seen it dozens of times — teams with great products that can't build a repeatable pipeline.

Mistake 1: Your ICP is too broad.

"We sell to mid-market companies" isn't an ICP. It's a prayer. The best GTM motions start with 50 accounts you could name by company and title. If you can't name your top 50, you don't have an ICP — you have a wish list.

Mistake 2: You're relying on founder-led sales past $2M ARR.

It got you here, but it won't get you there. The founder becomes the bottleneck. You need repeatable outbound sequences, a documented sales process, and positioning that works without the CEO on every call.

Mistake 3: Your messaging talks about features, not outcomes.

Nobody cares about your "AI-powered platform." They care about reducing churn by 30%, cutting onboarding time in half, or hitting quota consistently. Lead with the business outcome, prove it with specifics.

If you're a SaaS or MSP team stuck between $1M-$10M and pipeline feels like a grind — that's exactly what we fix at Scaletics.