Speed alone isn’t enough to win. Founders navigating growth in today’s market are under pressure to scale efficiently, raise capital strategically, and build with staying power.
During a live “The Founder’s Playbook” panel, Snowflake’s Harsha Kapre, Theory Ventures founder Tomasz Tunguz, and Omni’s Colin Zima shared lessons learned on what it takes to scale a capital-efficient, AI-ready startup in a volatile environment. From early fundraising to operational playbooks, read on for the key takeaways — and catch the on-demand discussion for a deeper dive.
Lesson #1: The efficiency bar keeps rising #
Founders today can’t afford to chase growth at all costs. Top companies are achieving breakout scale with smaller teams and tighter spend, thanks to smarter operational models and AI-driven efficiency.
The goal posts have moved — not just for hitting $100 million in ARR, but for sustaining growth beyond that milestone. Colin shared, “Getting to $100 million isn’t the end of the path anymore...You’ve got to sustain growth all the way to a billion now.”
And as Harsha added, this shift is personal for those who’ve lived through it: “I remember when our CEO at Snowflake put a billion on the board and we all laughed. But, here we are.”
Lesson #2: Raise capital with discipline & control #
The best founders balance capital efficiency with long-term strategic flexibility — they’re staying in control of how and when to use it.
When you’re building a company, you want to operate as inefficiently as possible within the constraints of being able to fund the business. Colin discussed the importance of control — being able to dial efficiency up or down based on market conditions.
Harsha doubled down on the benefits of staying disciplined: “You can raise a lot of money, but also still push yourselves.”
Tomasz added, “The companies with the most options win. Efficiency isn’t just survival — it’s a competitive advantage. I think there's this component of great founder DNA: you pay attention at the very highest level and you also pay attention to the details, particularly around spend, cash burn, and efficiency.”
Lesson #3: AI isn’t just a trend, it’s a strategic advantage #
AI is reshaping how startups build, sell, and scale. It’s not just a narrative to fundraise around, but a real operational edge.
Colin shared, “There are efficiencies to be had by taking advantage of AI. Engineering is a great example — the average engineer should be able to push more code.”
“The other argument that you can make is, if the economy is strong, people will buy more AI, and if the economy is weak, people will buy more AI,” Tomasz summarizes. “You should just be investing regardless.”
Lesson #4: Make your unfair advantages matter #
For startups, the right network can be as powerful as the right idea. Colin emphasized the importance of leaning into pockets of differentiation — whether that’s a talent pipeline, a customer base, or an ecosystem advantage.
Lesson #5: Resilience stems from truth, not just optimism #
Sustainable momentum doesn’t come from hype. It comes from intellectual honesty, rigorous planning, and a team that stretches when it matters.
When Omni was first going to market, Colin reflected on what we learned from losing early deals. “It was one of those moments where we had to reflect and ask, ‘Why did we lose these?’ The answer: too many bugs. We stopped everything, fixed it, and won every trial in the next wave.” This kind of reflection isn’t just helpful for building a product; it shapes culture.
Today’s founders need to focus on building sustainable foundations while thinking three moves ahead. In today’s market, that’s not just good business, it’s how to win.
The panel discussion dove into much more, including how to build interview questions that force candidates to use AI on an impossible task and how much attention you should — or shouldn’t — pay to the public markets on a given day. To watch the full conversation, register here.