Mark Donnigan reveals a critical paradox for growing startups: achieving traction up to $20 million ARR doesn't negate the risk of premature scaling. When a lean team, even one as small as four or five people, starts assigning rigid functional ownership, decisions made for the sake of the function can actively work against defining the ideal customer profile and product market fit. This fascinating perspective challenges conventional growth wisdom. Discover the expert's insights on diagnosing go-to-market confusion, the evolving B2B buyer journey, and why content is fast becoming the ultimate differentiator for technical ventures. The conversation with this deep tech commercialization veteran is a must-see for founders navigating early expansion.
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