“Let’s ditch 90% of our target market and focus on this 10%.”
How would you react if your CMO stepped into your office with this line?
If you’re like many SaaS CEOs I know, you are most likely surprised.
Or even puzzled, thinking, “What has he been drinking?”
I get you but don’t judge too fast.
You should probably be proud to have a CMO like this
Someone that dares to make a bold move to end traction challenges
How odd it may sound, many B2B SaaS companies would be better off.
The problem is – they don’t dare to make the decision.
Afraid they’d “be missing out on opportunities.”
But often, it’s precisely the opposite.
By narrowing down – you’ll start to attract more opportunities.
You’ll become a magnet for the more and,…. the right opportunities.
Remarkable SaaS companies realize they can’t please everyone.
They find the ‘underserved’ where they can make a difference
Allowing them to create solid profitable momentum faster.
Question for you to reflect upon
If you look at your customer base honestly – Who are the ones you get the most energy from and deliver your best work? That’s likely your 10%.
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