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
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