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While OpenAI and Anthropic dominate headlines with rounds worth hundreds of millions, a growing group of niche AI startups generates one to ten million dollars in revenue with teams of two to ten people. They share five patterns: narrow vertical focus, 70-80% margins, community distribution, iteration cycles in days, and AI as an internal lever.
After the 2021 historic peak and the 2022 correction, startup funding in 2023 has been redefined: Series A rounds dropping from $15M to $8-10M, due diligence extending to 14 weeks, and metrics like the real Rule of 40 and NRR above 110% as the new minimum.
The SaaS market is consolidating after years of fragmentation: private equity acquisitions, licence changes, and double-digit price hikes have shifted negotiating power toward vendors. A practical framework to audit your exposure, build credible migration pressure, and design exit strategies that work when you actually need them.
