Episode 701 | The Long Journey to Product-Market Fit

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:
- [Apply for Tinyseed Feb 12th through Feb 25th](tinyseed.com/apply)
- [MicroConf Remote - Early Stage Saas Strategies](microconf.com/remote/)
- [Matt Wensing (@mattwensing) | X]( / mattwensing )
- [Summit](usesummit.com/)
- [Episode 696 | The Truth about Product-Market Fit + Doing Sales as an Introvert (With Ruben Gamez)](www.startupsfortherestofus.co...)
- [Out of Beta](outofbeta.fm/)
- [Episode 633 | Building SaaS Plus a Two-Sided Marketplace](www.startupsfortherestofus.co...)
- [The SaaS Playbook](saasplaybook.com/)
- ["How I Sold My SaaS in An 8-Figure Exit" with Matt Wensing]( • "How I Sold My SaaS in... )
If you have questions about starting or scaling a software business that you’d like for us to cover, please [submit your question](www.startupsfortherestofus.co...) for an upcoming episode. We’d love to hear from you!
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