Aaron O'Hearn, Co-founder at Mavin, shares how the company achieved $0 to $9M ARR in 18 months. He notes that 80% of his work was internal - rebuilding the company's operating model, coordinating across product, pricing, operations, support and sales. His first marketing deliverable was an internal deal memo, followed by strategy documents that became cross-functional work plans. The growth came from addressing real customer demand and reshaping the company to deliver on market needs.