E.102 - Why SaaS Growth Stalls at $10-30M ARR: Solve Problems Customers Really Care About w/Mike Muhlfelder

Scaling SaaS from $10M to $30M ARR is one of the hardest growth stages.

Founders, boards, and revenue leaders all face the same frustrating challenges:

Pipeline is healthy, but revenue growth slows down.

Sales cycles drag out and win rates fall.

Big “hero deals” look promising but rarely close.

Customers say they like your product, but don’t see enough value to buy.

The SaaS growth trap is real: doubling down on what you do instead of what it actually does for the customer.

In this episode of Making Revenue Tick, Michael Muhlfelder — SaaS interim CRO, board advisor, and growth operator — explains why so many SaaS companies stall at $10–30M ARR, and how to break through by solving the problem your customers actually care about.

We cover:

Why SaaS revenue stalls between $10–30M ARR.

The real reasons customers don’t buy (and how to hear what they really think).

Why chasing “hero deals” can kill repeatable growth.The danger of pivoting too quickly before reflecting.

Why people don’t buy products — they buy outcomes and impact.

How to align sales, marketing, and product around one core customer problem.

The payoff for you:

If you’re a SaaS founder or exec at $10–30M ARR, this episode will help you…Avoid the growth cliffs that stall so many SaaS businesses.

Focus your GTM strategy on customer value, not just features.Build repeatable revenue instead of chasing one-off wins.Get unstuck and unlock scale beyond $30M ARR.

This is a practical conversation for SaaS leaders who want clarity, alignment, and sustainable growth — without wasting precious cycles on the wrong problems..About Michael MuhlfelderMichael is an experienced SaaS sales leader, interim CRO, and board advisor who helps early-stage and PE/VC-backed SaaS companies scale revenue beyond $30M ARR. He specializes in diagnosing growth stalls, aligning GTM teams, and unlocking repeatable customer value.🔗 Connect with Michael: https://www.linkedin.com/in/mikemuhlfelder/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#StartupGrowth#RevenueLeadership#GTMStrategy#ScalableGrowth#MakingRevenueTick #WMYT #TickTalent #CalmOceanSales