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The $10k/mo SaaS Math

The $10k/mo SaaS Math

•By Matej Pacan

Your First Milestone: $10,000 MRR

For a solo founder, $10k/mo is a significant milestone. It's the point where you have a real, sustainable business that can replace a high-paying salary. It's the point of freedom.

But many founders treat it like a mystical goal that might just happen if they "work hard enough." That's a recipe for burnout. The reality is, reaching $10k MRR is just a math problem.

Let's break it down. To get to $10,000 per month, you need:

  • 200 customers paying $49/mo
  • 100 customers paying $99/mo
  • 34 customers paying $299/mo
  • 10 customers paying $999/mo

Suddenly, it seems much more achievable, right?

Which Path Is Right for You?

The model you choose depends entirely on the customer you serve and the problem you solve.

The Volume Play ($49/mo)

  • Customer: Prosumers, freelancers, or very small businesses.
  • Problem: A common, but not business-critical, annoyance.
  • Marketing: Requires a wider funnel, content marketing, SEO, and often a free or trial tier.
  • Example: A grammar checker for bloggers.

The "Sweet Spot" SMB Play ($99-$299/mo)

  • Customer: Small to medium-sized businesses (SMBs).
  • Problem: A problem that directly impacts their revenue, costs, or efficiency.
  • Marketing: More targeted. Cold outreach, partnerships, and targeted ads work well here.
  • Example: A social media scheduling tool for marketing agencies.

The High-Touch Enterprise Play ($999+/mo)

  • Customer: Larger companies or enterprises.
  • Problem: A critical business function that can show a clear ROI.
  • Marketing: Highly personalized sales process, demos, and relationship-building.
  • Example: A cybersecurity compliance platform for fintech companies.

Start with One Customer

Don't get overwhelmed by the numbers. Your goal isn't to find 100 customers tomorrow. Your goal is to find one.

Find one person with a painful enough problem, sell them on a solution (before you've fully built it), and then serve them so well that they become your biggest advocate.

Then, find another.

That's how you build a $10k/mo SaaS business. One customer at a time. The math will take care of itself.