How to Build a Million-Dollar Company

Hi friends,

Thanks for reading my newsletter! Love this topic, it’s so important.

Reaching $1 million in revenue might sound out of reach, but it all comes down to simple math.

You could hit $1 million with 10 big customers or 100,000 small ones.

To make this simple, let’s break it down into five customer categories: Titans, Builders, Growers, Seeds, and Sparks. Each requires a different strategy for growth.

Titans (10 Customers Paying $100,000 Each)

💡 Enterprise Sales Strategy

To land Titans, you need to sell to large businesses or organizations with deep budgets. This requires:

Relationship building – Enterprise clients need trust. Attend industry conferences, network, and leverage referrals.

Customized solutions – Tailor your offering to their needs. Think in-depth proposals, demos, and dedicated support.

Long sales cycles – Be prepared for months of negotiations. Experienced sales needed to manage selling to 2 people. The User and the Buyer.

🚀 Best for: B2B SaaS, enterprise software, high-end consulting

Builders (100 Customers Paying $10,000 Each)

💡 Mid-Tier Sales Strategy

For Builders, your focus should be on scalable sales processes:

Sales – Use calls and demos to convert warm leads.
Marketing – Target specific industries with personalized content.
Webinars & case studies – Showcase customer success stories to build credibility.

🚀 Best for: Niche SaaS, B2B services, coaching programs

Growers (1,000 Customers Paying $1,000 Each)

💡 Small Business & Consumer Strategy

Scaling to 1,000 customers requires inbound marketing and retention:

Content marketing – Blogs, videos, and courses attract potential buyers.
Recurring revenue models – Subscriptions and memberships provide consistent income.
Email campaigns – Nurture leads and convert website visitors into customers.

🚀 Best for: SaaS, membership sites, premium courses

Seeds (10,000 Customers Paying $100 Each)

💡 Scalable Strategy

To reach 10,000 customers, focus on affordable, high-volume products:

Social media ads – Facebook, Instagram, or TikTok ads can drive traffic at scale.
Affiliate programs – Leverage influencers and partners to promote your product.
Upsells & bundles – Offer premium add-ons to increase revenue per customer.

🚀 Best for: E-commerce, digital courses, software tools

Sparks (100,000 Customers Paying $10 Each)

💡 High-Volume, Low-Ticket Strategy

If you’re selling to 100,000 customers, you need reach and virality:

Free content + ads – Build a massive audience on YouTube, blogs, or social media.
Microtransactions – Sell templates, e-books, or digital assets at a low cost.
Viral marketing – Create a product with shareable features or “powered by” branding.

🚀 Best for: Content creators, digital downloads, ad-supported businesses

How to Choose the Right Model

📉 Selling a low number of units at a low price isn’t profitable.
📈 Selling a high volume of units at a high price isn’t realistic.

Common mistakes I see:

If you’re targeting small startups (Seeds), high-cost salespeople and demos won’t be sustainable.

If you’re focused on large enterprises (Titans), social media ads won’t convert them, you need relationship based sales.

💡 Find the right balance between pricing, volume, and customer type. Choose a strategy that fits your strengths and your market.

Try This Today:

1. Look at your current pricing, which category do you fall into?

2. Map out your growth strategy based on your customer type.

3. Focus on one scalable acquisition channel that fits your model.

Till next week,

Noemi