In this episode, Rob Walling and Maja Voje, author of Go to Market Strategist, dive into early customer profiles (ECPs) and why they matter more than ideal customer profiles (ICPs) early on. They explore practical, scrappy marketing tactics for B2B SaaS founders and share real-world advice on customer acquisition, community building, and staying authentic while growing.
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Topics we cover:
- (3:02) – What Go-to-Market actually means for bootstrapped founders
- (7:14) – Early Customer Profile (ECP) vs. Ideal Customer Profile (ICP)
- (10:30) – Common mistakes founders make when choosing their ECP
- (13:48) – Real-world B2B SaaS examples of successful ECP launches
- (18:29) – Why GTM actions must come before GTM motions for scrappy startups
- (21:52) – Warm outreach and fishing in the right forums: practical tactics for early traction
Links from the Show:
If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!
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