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<div style="display: none; max-height: 0px; overflow: hidden;">Dashboard products are used directly by end users as their primary interface for accomplishing tasks. Pipe products are used in the background </div>
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<h1><strong> TLDR Founders <span id="date">2025-12-22</span></strong></h1>
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<h1><strong>Headlines & Trends</strong></h1>
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fwww.saastr.com%2Fmy-biggest-fear-in-investing-now-the-100000000-arr-slowdown%2F%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/cKn_Ry3k1Vf1khZN-mpJ-T7NKhSnGA3ZPArg4olBLMM=436">
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<strong>My Biggest Fear in Investing Now: The $100,000,000 ARR Slowdown (7 minute read)</strong>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
The $100M ARR ceiling is real, and it's catching a lot of good companies off guard. Founders who prepare for it can still break through. Do what works now, not what worked back in 2019. Go multiproduct earlier, tap into AI budgets, and build genuine platforms.
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fwww.optimaloutliers.com%2Fp%2Fwhy-do-companies-care-about-culture%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/LWAIqWfZ4A1_bAbxH7WKJYYja6nzZlKq7WA9GEUqo1A=436">
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<strong>Why Do Companies Care About Culture? (6 minute read)</strong>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
Imagine a company where any manager can hire whoever they want with no culture screens or founder veto. This thought experiment feels intuitively wrong for a good reason. The average white-collar worker is at least as much an externality to colleagues as an input into production. When outputs can't be properly attributed, rewards for good work are capped, and punishments for laziness are attenuated. Culture steps in to resolve this by making profit-seeking the means to a greater end - something worth existing beyond any individual's tenure or payout.
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<div style="text-align: center;"><span style="font-size: 36px;">🧠</span></div>
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<h1><strong>Strategies & Tactics</strong></h1>
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fthreadreaderapp.com%2Fthread%2F2002510859613192702.html%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/Zd8yJEb01vuTA9S7X81xvZIgnVwbeKCyeigczS6Ejuc=436">
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<strong>Dashboard or Pipes? (2 minute read)</strong>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
Dashboard products are used directly by end users as their primary interface for accomplishing tasks. Pipe products are used in the background. Customers rarely interact with them directly after setup. Companies can have both types of products in their portfolio, but products have to choose which camp they're primarily in. The choice will dictate product development, growth strategy, and organizational structure.
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fhowtogrow.substack.com%2Fp%2Fhow-to-start-a-sales-call%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/h0J4RUJ31n4qwr0DIN3ZHAji_Ijjtz45fe2rEQn7AvA=436">
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<strong>How to Start a Sales Call (5 minute read)</strong>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
After watching roughly 3,000 sales calls, one thing is clear - nobody knows how to start them. The fastest-growing startup this author helped ($0-$6M in under 3 months) attributes its success to "knowing exactly what to look for in discovery."
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fwww.dearstage2.com%2Fp%2Ffinding-your-first-value-metric-part%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/gy7LSyP8HAZZiHCqrhCnr5I6tTtTzeMfG1c82m7e_ic=436">
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<strong>Finding Your First Value Metric (5 minute read)</strong>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
Stop searching for the perfect pricing metric. You need a useful approximation that works today and can evolve. The practical approach - ask customers to rank which value propositions resonate most, then rank which metrics correlate with that value. If the same pairing shows up across multiple interviews, you're onto something. Even if you can't charge on outcomes yet, start tracking them. Create a mock pricing page as a hypothesis and test how prospects react before it's live.
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fnews.crunchbase.com%2Fstartups%2Foutsider-raising-seed-capital-lahoika-vocal%2F%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/B8ePqb6Zc3Sg6e0ELtnIBxnUy06zy3U-YEgWRUum-yc=436">
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<strong>How To Raise Capital When You Don't Sound Like An Insider (5 minute read)</strong>
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Focus on solving real problems, not just raising capital, to attract investors. Use confident body language, like leaning forward and maintaining stillness, to convey credibility. Leverage pitch competitions for visibility and connections, aiding in building momentum and securing funding.
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<div style="text-align: center;"><span style="font-size: 36px;">⚒️</span></div></div>
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<h1><strong>Tools & Resources</strong></h1>
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Flanding.kobalt.io%2Fenterprise-grade-cybersecurity-for-smb%3Futm_campaign=FY26-Paid-TLDR-Newsletter%26utm_source=TLDR%26utm_medium=display-newsletter%26utm_content=email1-dec22/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/PQbC4SzA90sMDHiJ8c9oZ72FH3WiFVDMrzac4ue-h80=436">
<span>
<strong>Stop cybersecurity from killing your momentum. 2026 is the year you close bigger deals by actually proving you're secure (Sponsor)</strong>
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</a>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
🆕 Enterprise-grade security on an SMB budget. 🆕 Fast-tracked security and compliance, without the headcount.<p></p><p>Kobalt.io acts as your plug-and-play security department, managing everything from 24/7 monitoring to compliance. Win enterprise deals without the big company overhead.</p><p><a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Flanding.kobalt.io%2Fenterprise-grade-cybersecurity-for-smb%3Futm_campaign=FY26-Paid-TLDR-Newsletter%26utm_source=TLDR%26utm_medium=display-newsletter%26utm_content=email1-dec22/2/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/-nzqVT_egJ9cqFu-HqMrPpibJaazVk7F7TO5U8rr4t0=436" rel="noopener noreferrer nofollow" target="_blank"><span>🛫 Level up your security now ➡️ Close bigger deals</span></a>
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fsparkle.io%2F%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/fJ28DDB_V8owW62L__Nr1tJ7zS9oeFSMuaGPcj2LTMM=436">
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<strong>Sparkle (Tool)</strong>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
Sparkle is a cold email outreach tool that handles deliverability, sending infrastructure, and verified leads without requiring manual domain or account setup.
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Floki.build%2F%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/G5yMJ-mSx2x42tQ146uFvyXex5pkfwLk7KFMhUZ2Tpo=436">
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<strong>Loki.Build (Tool)</strong>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
Loki.Build is an AI-powered landing page builder that generates customizable pages with a live editor, built-in SEO, and hosting.
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fwww.shadow.do%2F%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/zF9OMMg3udSPHlkl0X8Pe6-9VPByrXPWAUFCPrqKU9Q=436">
<span>
<strong>Shadow (Tool)</strong>
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</a>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
Shadow is a meeting AI that captures both on-screen activity and conversation to generate context-aware summaries and automated follow-up tasks.
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<div style="text-align: center;"><span style="font-size: 36px;">🎁</span></div></div>
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<div style="text-align: center;"><strong><h1>Miscellaneous</h1></strong></div>
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Fhealthvc.substack.com%2Fp%2Fthe-proof-narrative-how-investors%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/w0Kgd3mdBpP8JncI1jy86HbR5wfP3T9XvwHfymVk9mY=436">
<span>
<strong>The Proof Narrative - How Investors Evaluate Calls (5 minute read)</strong>
</span>
</a>
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<span style="font-family: "Helvetica Neue", Helvetica, Arial, Verdana, sans-serif;">
This article breaks down what investors actually look for on discovery calls. The heart of any investor call is proof - not slides, but evidence. Real customer behavior. Real traction. Scientific markers. Clinical signals. Retention patterns. Proof is anything that shows your company is not a theory. It should be delivered calmly, not urgently. Investors respond to clarity, not hype. When investors say "too early," they almost never mean time. They mean your traction is too thin, or your narrative is ahead of your evidence. The mismatch between ambition and proof creates internal tension that kills deals.
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<a href="https://tracking.tldrnewsletter.com/CL0/https:%2F%2Flancaric.substack.com%2Fp%2Fcreative-is-the-bottleneck-of-modern%3Futm_source=tldrfounders/1/0100019b462aecce-ed7c5989-1cbd-4830-b9ce-baa861bdd109-000000/U4RQoZEunI2vLnFDyhjoVyf7cOf0SoXOed6Nj6ExBu8=436">
<span>
<strong>Creative is the Bottleneck of Modern User Acquisition (4 minute read)</strong>
</span>
</a>
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