Why Won't Adam Robinson Chase $100 Million ARR?

Asked by Haris Odobasic whether RB2B can reach $100 million ARR, Adam Robinson RB2B says he will not try to take this business there. Leads and intent data churn more than a system of record, such as a CRM, or the email tool an ecommerce store treats as its CRM. Customers have many reasons to rip the product out, so the category is not sticky enough for that goal.

Retention, his earlier company, ran with six people from launch through 13 million ARR. That took three and a half or four years, and those six were flooded: sales demos, onboarding, a person on every support ticket, a sales assistant, product marketing, and a CTO. Six people sounds lean. RB2B is leaner. Nobody is touching it, and he puts that business at 8.6, set against Retention's 13 million ARR.

The goal is cash flow. He wants a portfolio of businesses investors would skip because each one sits below venture scale, and a group of those, not RB2B alone, is how the total might someday reach something like 50 or 100.