For startups, ‘we haven’t spent a penny on marketing’ isn’t always a good thing

My heart sinks when I talk to a startup founder who proudly declares having a customer base that’s grown to 1,000 people organically. Being scrappy and frugal are great qualities to have as a startup, but your investors will want to see that you know how to scale rapidly when necessary.
If all of your growth so far has been organic, you might not know how to accelerate the business. After all, you wouldn’t even have a benchmark for what it costs to acquire new customers.


You don’t know how much money you need to raise. At best, that makes you look like an inexperience

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