In episode 701, Rob Walling interviews Matt Wensing, founder of Summit, a SaaS platform for lead scoring and qualification. Matt shares insights on finding product-market fit, the importance of following customer workflows to get there, and the challenges of marketing and positioning. Rob asks about his choice to raise venture capital, and how keeping a lean team maximizes that opportunity.
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Topics we cover:
- 2:27 – “Traveling many H1’s”, refining a target market
- 5:44 – Moving back to a self-serve model
- 10:52 – Niching down to achieve stronger product-market fit
- 12:53 – Tactics that Matt used to achieve traction
- 16:54 – Lead scoring by behavior and persona-fit
- 19:20 – Scoring as a whole product vs. as only a feature
- 23:31 – Pursuing VC with a lean team
- 29:09 – Who is your ideal customer profile?
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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