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Recap – what’s good, what’s bad
‣  What you want
‣  Get to $1M ARR ~12 months after launch
‣  Net New MRR keeps increasing quarter over quarter
‣  Maintain a Quick Ratio > 4
‣  What to watch out for
‣  A Quick Ratio < 2 – churn is too high /new sales aren’t working
‣  Net New MRR is flat or down quarter over quarter
‣  As a result takes 18+ months to get to $1M ARR

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