The SaaS Podcast - SaaS, Startups, Growth Hacking & Entrepreneurship 433: Summize: SaaS Lessons on Narrowing Your Target Market - with Tom Dunlop
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Mar 6, 2025 Tom Dunlop, co-founder and CEO of Summize, shares his journey from in-house lawyer to SaaS entrepreneur. He discusses the importance of narrowing target markets specifically in the legal sector and the challenges of balancing broader strategies. The conversation dives into the value of automating contract management and aligning sales efforts with customer pain points. Dunlop also highlights how lessons from sports can be applied to business, emphasizing resilience and personal growth as keys to success.
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Manual Contract Review Pain
- Tom Dunlop, a lawyer, manually reviewed 500 contracts during a company acquisition.
- Repeating the process for one clause spurred him to co-found Summize.
Validate and Secure Funding
- Validate your product concept with your network before significant development.
- Secure pre-seed funding to build an MVP and test your sales process.
Initial Interest vs. Paid Conversions
- Initial customer interest doesn't guarantee paid conversions.
- Targeting industries experiencing immediate pain, like catering during COVID, proved effective for early sales.
