u/Expensive_View8856

Customer acquisition for your first 10 is almost the opposite of acquisition for the next 100. First 10: hand-recruited, founder-sold, custom-onboarded, unsustainable. Next 100: scalable channel, repeatable pitch, self-serve where possible. Founders who try to scale the first-10 motion to 100 burn out. Founders who use the next-100 motion for the first 10 never get to 10. The transition itself is the unsexy work most growth advice skips.

The bias I keep noticing in myself and others: visibility-as-performance. The team member who's online when I'm online, responds in 5 minutes, shows up early to meetings — feels productive. Independent of what they actually shipped. The ones quietly producing — heads down, 4-hour deep work blocks, low chat presence — feel less productive even when output is double. Took me longer than I'd like to admit to start grading on artifacts instead of presence.