He Hit $1M ARR In 10 Months—after Doing Of A Full, 180 Pivot. | Merrill Lutsky, Founder Of Graphite A Product Market Fit Show

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A Product Market Fit Show | Startup Podcast for Founders »
He hit $1M ARR in 10 months—after doing of a full, 180 pivot. | Merrill Lutsky, Founder of Graphite

2d ago 56:30

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After two pivots and nearly running out of runway, Merrill Lutsky found insane growth—scaling Graphite to tens of thousands of daily users and millions in ARR. He reveals exactly how Graphite landed its first massive enterprise customer, doubled revenue overnight by changing pricing, and turned user feedback into momentum.

Merrill shares hard-earned lessons on recognizing true product-market fit, leveraging internal tools as a market wedge, and surviving the chaos every early-stage founder faces. If you’re building, pivoting, or scaling your startup, this is a must-listen episode.

Why You Should Listen

How to Know When It’s Time to Pivot—or Keep Going
Landing Your First Enterprise Deal (and Getting to $1M ARR in 10 Months)
Why Daily User Feedback is a Secret Weapon
Finding the Real “Must-Have” Product
Why Your First Pricing Model Probably Won’t Work (and How to Fix It)

Keywords

product market fit, developer tools, pivot, enterprise sales, startup growth, code review, pricing strategy, software startups, founder lessons, Graphite dev tool

00:00:00 Raising a seed round on Airbnb Wi‑Fi

00:10:40 Lessons from the first failed DevTool

00:16:00 Why daily‑use products win

00:24:30 Pivoting from mobile rollbacks to code review

00:31:00 Ex‑Meta engineers spark a viral wait‑list

00:40:00 Switching on pricing and racing to $1 M ARR

00:48:30 The pricing tweak that doubled revenue

00:50:00 Surviving outages, bank collapses and chaos

00:52:30 Co‑founder trust makes or breaks startups

Send me a message to let me know what you think!

Chapters

1. Raising a seed round on Airbnb Wi‑Fi (00:00:00)

2. Lessons from the first failed DevTool (00:10:40)

3. Why daily‑use products win (00:16:00)

4. Pivoting from mobile rollbacks to code review (00:24:31)

5. Ex‑Meta engineers spark a viral wait‑list (00:31:00)

6. Switching on pricing and racing to $1 M ARR (00:40:00)

7. The pricing tweak that doubled revenue (00:48:30)

8. Surviving outages, bank collapses and chaos (00:50:00)

9. Co‑founder trust makes or breaks startups (00:52:30)

191 episodes

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