Surviving the Valley of Death as a Startup

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO of RevOps Co-op, chats with Garrett Stanton, former sales leader at Salesforce and Okta, about why so many startups stall on the journey from $1M to $10M ARR—and how to beat the odds.

 

🚨 Less than 4% of SaaS companies make it through the so-called "Valley of Death." Garrett has been through it multiple times and now advises early-stage companies on how to scale go-to-market with intention and operational rigor.

 

🎯 What you’ll learn:

↳ Why product-market fit is a continuum, not a destination

↳ A 3-part framework for surviving the $1M–$10M ARR stage

↳ How Okta used customer language to reshape their GTM narrative

↳ Who to hire (and who not to) during high-growth

↳ Why RevOps is your growth engine—not your support function

 

💡 Perfect for: RevOps leaders, startup founders, early-stage GTM teams, and anyone scaling a SaaS company past its first million in revenue.

 

🔗 Related blog posts: A Framework to Improve RevOps Team Dynamics: https://www.revopscoop.com/post/applying-a-framework-to-lead-your-revops-team-to-success

The Process of Building Process: https://www.revopscoop.com/post/the-process-of-building-process

How and Why to Hire a RevOps Enablement Professional: https://www.revopscoop.com/post/hiring-a-revenue-operations-professional-enablement

 

🤝 Connect with Garrett on LinkedIn: https://www.linkedin.com/in/garrettstanton/

🧠 Join the community: https://www.revopscoop.com/membership/membership-options

 

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