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How Entertainment SaaS Companies Scale from $1M to $10M ARR

  • Writer: Alec Trachtenberg
    Alec Trachtenberg
  • Mar 5
  • 3 min read
entertainment technology companies

Getting from $1M to $10M ARR is a huge milestone for any SaaS company — but in entertainment tech, the path is even more nuanced. Whether you’re building a music licensing platform, a film production marketplace, or a data analytics tool for talent managers, scaling requires more than just a solid product.


In this industry, relationships, reputation, and relevance drive sales. Your Go-To-Market (GTM) strategy has to evolve at every stage — and what worked to get you your first million won’t get you to ten.


Here’s my breakdown of the key revenue growth stages for entertainment SaaS and marketplace companies, and how to adjust your GTM strategy at each step.


 

Stage 1: Founder-Led Sales ($0 - $1M ARR)


At this stage, the founders are the sales team, plain and simple. Especially in entertainment, early deals are won because of who you know, not just what your platform can do.


The Focus:

  • Prove product-market fit

  • Land 10-20 early customers, even if it means discounts or bespoke deals

  • Gather real-world feedback to refine product and messaging


GTM Strategy:

  • Direct outreach to personal and professional networks in music, film, and TV

  • Establish early partnerships with trusted brands (distributors, labels, or studios)

  • Focus on building a small group of loyal early adopters willing to vouch for you


 

Stage 2: Build Repeatable Sales Processes ($1M - $3M ARR)


Once you cross $1M, it’s time to shift from scrappy founder sales to a more repeatable process. Your target customers (labels, production companies, talent agencies) need to hear a clear, consistent message about the business problem you solve — not just that you’re a cool new tool.


The Focus:

  • Define Ideal Customer Profiles (ICPs)

  • Build a repeatable outbound process

  • Fine-tune your pricing and packaging

The GTM Strategy:

  • Outbound email and LinkedIn campaigns targeted at decision-makers

  • Develop case studies that highlight quantifiable value (time savings, revenue growth, deals closed faster)

  • Lean into thought leadership content — industry insights that build credibility


 

Stage 3:

Sales Team Buildout ($3M - $5M ARR)


You can’t do it all yourself anymore. Time to scale the team and specialize roles — SDRs for pipeline generation, AEs for closing, and Customer Success Managers (CSMs) for onboarding and retention.


The Focus:

  • Build a multi-channel pipeline

  • Formalize discovery and demo processes

  • Start tracking conversion rates and deal velocity


The GTM Strategy:

  • Invest in sales enablement tools — tailored decks, persona-based messaging, and competitive battle cards

  • Launch a formal partner program with agencies, consultants, and strategic players

  • Implement a win/loss analysis process to improve messaging and objection handling


 

Stage 4:

Expansion & Enterprise Plays ($5M - $10M ARR)


At this stage, expansion within existing accounts becomes just as critical as landing new customers. Many entertainment companies are multi-division and global, so your biggest opportunities are often within the accounts you’ve already landed.


The Focus:

  • Develop land-and-expand strategies

  • Build a dedicated customer success team

  • Use customer feedback to inform the product roadmap


The GTM Strategy:

  • Account-based plays focused on cross-selling and upselling into new departments or regions

  • Use customer usage data to quantify value and make expansion a no-brainer

  • Run QBRs (Quarterly Business Reviews) with key accounts to align on future needs and identify growth opportunities


 

Final Thought:

Trust Still Drives Entertainment Tech Sales


In music, film, and TV, relationships drive revenue. For Entertainment SaaS companies scaling from $1M to $10M ARR, success depends on trusting the messenger — not just the product or pitch. Every step — from outreach to renewal — needs to feel consultative, relationship-first, and value-driven. Acting like a trusted advisor, not just a vendor, accelerates growth.


If you’re building an Entertainment SaaS platform or marketplace and need a tailored GTM strategy to go from $1M to $10M ARR, let’s connect. I help entertainment tech companies unlock scalable growth with strategic outbound, partnerships, and sales enablement — all built for how this industry really works.



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