Great framework, thanks for sharing this! How can this framework fit SaaS companies like Zendesk, Atlassian, Hubspot and Mindbody that reached +$100 ARR and by relying on units of $100<X<$10,000 ?

Seems like for them it’s not a ‘dead zone’ but an opportunity. Companies that build a good self-service sales process for <$100 unites and then create multiple units of value — can generate upsells & cross-sells that will push their revenue higher much quicker and with a lower CAC.