E.108 - Deconstructing Revenue: The $3M to $20M ARR Growth Stage Playbook w/ Dustin Clinard

What happens when your startup hits the messy middle - when scrappiness alone can’t scale?In this Making Revenue Tick masterclass, Dustin Clinard joins Richard Washington to unpack what it really takes to grow from $3M to $20M+ ARR.From a startups early stage to growth execution, Dustin reveals the unspoken rules of scaling - where founders stop being the cavalry, and teams learn to create their own momentum.You’ll learn:- Why “no one is coming to save you” is the single most important growth mindset- How to build systems that scale before you feel ready- The Resourcefulness Rule, and how top performers apply it daily- How to transition from founder-led revenue to true organizational leadership- Why hiring slows growth (until you learn to hire for leverage)If you’re a founder, CRO, or operator navigating that tough $3-$20M stretch, this episode will change how you think about growth, leadership, and accountability.About the guests:🎙 Dustin Clinard, CEO at Ignis AI, connect on LinkedIn https://www.linkedin.com/in/dustinclinard/Helping companies unlock potential, transform careers, and elevate the future of work.🎙 Richard Washington, Founder at Tick Talent, and Host of WMYT? What Makes You Tick - Tech Leaders Career Stories, and Making Revenue Tick podcastsConnect on LI: https://www.linkedin.com/in/richwash/#StartupGrowth, #ARR, #MakingRevenueTick, #SaaSLeadership, #IgnisAI, #Founders, #ScalingStartups, #RevenueLeadership, #B2BSales, #WhatMakesYouTick