We all know that the challenges of going from 0 to 10 are completely different than the ones going from 10 to 100. 

When you’re just starting out, you need to focus on creating a strong foundation, getting new customers, and building process. But when you are scaling up, your challenges change. Although the principles might be similar, you are now focused on strengthening the existing processes and building new systems. 

Studies show that only 0.4% of SaaS companies ever reach $10 million in Annual Recurring Revenue (ARR), and a mere 0.001% make it to $50 million ARR. The process of scaling from $10M to $50M ARR isn’t just about working harder or making more sales. If it were that simple, every business would be doing it. The truth? What got you here won’t get you there. 

At the $10M mark, you might still be:  

• Closing deals with SMBs, 

• Running on word-of-mouth, and  

• Making things work with a lean team.  

But when you’re aiming for enterprise clients, the ones that bring in serious, predictable revenue, everything changes.  

• Longer sales cycles 

• Bigger decision-makers 

• More competition 

So how do you actually make the leap? Our VP of Operations, Shubham Garg sat down with Utkarsh Banwar, a pre-sales expert, to break it all down. We’re diving into pre-sales strategies, marketing shifts, CRM automation, and how to create a system that attracts and closes enterprise deals—consistently.

1. Laying the Foundation for Scale

Shifting from SMBs to Enterprise Clients 

Early-stage startups thrive on small and mid-sized businesses (SMBs) because they’re easier to close and provide quick wins. But as you move up the revenue ladder, enterprise customers become essential.  

"Sure, having a lot of SMBs and startup companies would help your growth, but it's the enterprise customers that will make a real dent in the recurring revenue."  

Shubham Garg 

Enterprises bring in longer contracts, higher ACV (Annual Contract Value), and better revenue predictability—but they also require dedicated account management, longer sales cycles, and deeper customization. 54% of sales leaders say that aligning sales and marketing directly contributes to increased revenue growth. 

The Role of ICP in Scaling 

Your ICP should evolve with your business. What worked at $5M ARR won’t necessarily work at $50M ARR. 

"Your ICP, ideally from day one, should be classified either based on the customer persona, the profile, or based on the size of the client." 

Shubham Garg 

Before starting Market Me More, our co-founders worked together at iCG Pay. There we built clear customer personas—Millie Merchant, Bobby Business, and Emily Enterprise—each tailored to different deal sizes. This level of segmentation helps tailor messaging and sales strategies. 

2. The Role of Pre-Sales in Scaling

Pre-Sales: The Underappreciated Hero of Enterprise Sales 

While marketing brings in leads and sales closes them, pre-sales ensures the right fit and builds trust before the deal is signed. 

"Discovery never stops for a pre-sales team. Every session, every discussion with a customer reveals something new—even after the sale is made. "  

Utkarsh Banwar 

Pre-sales teams do more than just product demos. They dive deep into customer pain points, tailor solutions, and provide competitor insights that help position the company better. Organizations with strong pre-sales capabilities typically see 40-50% win rates and faster sales cycles. 

Enterprise vs. SMB Sales Approach 

Selling to an enterprise isn’t just about listing features—it’s about showing business impact. 

"A CXO level person will be more interested to see, ‘How does this help me make more money?’ If you're talking to a sales guy, he'll be like, ‘How does it make my life easy?’" 

Utkarsh Banwar 

A one-size-fits-all approach won’t work. Enterprise clients expect personalized presentations and research-driven insights to justify their investments.

3. CRM, AI, and Automation – The Growth Engine

Why CRMs are Non-Negotiable for Scaling 

At an early stage, managing leads via Excel sheets is manageable. But once you’re handling hundreds of high-value deals, a CRM is indispensable. 94% of businesses report a boost in sales productivity after implementing a CRM system.  

"When you look at scaling up, Excel sheets do not scale. You need more insights. You need historical data that helps predict buying behavior." 

Utkarsh Banwar 

A good CRM isn’t just a sales tracking tool—it’s a single source of truth for all customer interactions. Integrating tools like Fireflies for meeting summaries, Basecamp for team collaboration, and HubSpot’s AI Copilot helps automate workflows and keep teams aligned. 

AI in Sales & Pre-Sales 

Did you know that AI now resides within the top CRMs? 65% of businesses leverage CRM systems powered by generative AI. AI tools like HubSpot Copilot allow sales teams to pull past interactions and insights instantly. 

"With Copilot in the HubSpot CRM, I can just ask, ‘What was the last conversation we had with Nikki?’ and it pulls up the entire interaction history—emails, calls, meetings—all in one place." 

Shubham Garg 

This level of automation allows teams to focus on strategy instead of admin work, ultimately leading to faster deal closures.

4. Rethinking Content Strategy for Growth

Why Traditional Content Marketing is Failing 

Content marketing has to adapt to how people consume information today. Simply writing “What is SEO?” won’t work anymore—AI tools like ChatGPT and Gemini answer those in seconds. 

"Nobody wants to open and read a blog. People just want quick insights. So, we need to rethink how we create content." 

Utkarsh Banwar 

Instead of generic top-of-the-funnel blogs, focus on bottom-of-the-funnel content: 

• Checklists & Playbooks (e.g., “SEO Checklist for Startups”) 

• Case Studies (e.g., “How We Scaled a Client from $5M to $50M ARR”) 

• Deep-Dive Guides (e.g., “Mistakes to Avoid When Setting Up HubSpot”) 

Competitive Research as a Marketing Tool 

Pre-sales doesn’t just support sales. It helps marketing refine messaging. 

"We analyze annual reports of competitors, customer purchase history, and industry trends to bring real numbers to the table. It’s not just selling—it’s showing them what they stand to lose." 

Shubham Garg 

This “cost of doing nothing” approach makes your offering more compelling.

5. The Future of Sales – The Rise of Integrated Roles

Blurring the Lines Between Sales, Pre-Sales, and Account Management 

Modern sales teams are evolving. Instead of separate BDRs, AEs, and Pre-Sales Executives, companies are looking for multi-skilled professionals. 

"Now, companies want someone who knows how to do outbound, how to close, and how to answer technical questions. The market is demanding an all-in-one role." 

Shubham Garg 

This integrated approach builds stronger relationships and ensures smoother customer transitions from lead to deal to implementation. 

Conclusion: Scaling Smarter, Not Just Bigger 

Scaling to $50M ARR isn’t just about getting more leads. it’s about streamlining the entire go-to-market process: 

• Pre-sales is your competitive advantage – they build trust and drive deal velocity. CRM & AI-driven automation is non-negotiable – it enables seamless collaboration and data-driven decisions.  

• Content should drive decisions, not just traffic – focus on actionable insights, not generic blogs. 

Want to scale your business the right way?  

Reach out to Market Me More, and let’s make your $50M ARR journey a reality.