Scale Your SaaS 188: How to Scale Up by Niching Down - with Andrew Butt
EPISODE SUMMARY
In this episode, Matt Wolach and Andrew Butt talked about how Andrew finding niche has allowed his company to scale. Andrew also spoke about B2B rebates and why SaaS leaders should consider tracking their rebates easier and better.
Andrew is the CEO and founder of Enable, a collaboration platform that allows B2B leaders to maximize the performance of their deals while improving financial transparency.
Software and services are limited for the B2B and supply chain, so Andrew saw the opportunity to build a solution to an often neglected problem of B2B owners: unclaimed rebates.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 188, “How to Scale Up by Niching Down”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Andrew Butt, CEO, and Founder of Enable
TOP TIPS FROM THIS EPISODE
- Manage Your Rebates Correctly
- Focus on Your Decisions
- Prove Your Product’s Efficiency
- Build a Team of Good Hires
EPISODE HIGHLIGHTS
- How B2B Rebates Work
- The Future of Rebate Management
- Educating the Market on B2B Rebates
- Dealing with Customer & Team Challenges
TOP QUOTES
Andrew Butt
[05:59] "The overall principle is similar [between B2C and B2B rebates], which is it's trying to drive behavior."
[09:48] “We're already talking to a market that understands the importance of [rebate management] and why it needs to be done.”
[11:50] “I think what's been important to Enable is to be laser-focused on what problems are we solving, how can we solve them better than anyone else, and then developing a great solution for that and being quite narrow and deep.”
Matt Wolach
[11:10] “Just giving them the content, the videos, all the different ways that they can understand how this is going to make a change for them. That's huge.”
[15:36] “ I've seen that a lot. Enterprise companies, big companies, they don't really have a lot of trust in a new startup.”
[16:52] “It's all about taking that risk minimized or eliminated altogether. And that's when your buyers are going to be able to make good decisions for you.”
[20:42] “Focus is absolutely critical.”
LEARN MORE
To learn more about Andrew Butt and Enable, visit: https://enable.com/.
You can also find Andrew Butt on LinkedIn at: https://www.linkedin.com/in/awbutt/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
Get even more tips by following Matt elsewhere: