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Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: SaaS Go-to-Market: One Niche Built a $20M Business
Description: Dave MacLeod spent years trying to sell to everyone and got nowhere. Then he focused his SaaS go-to-market on one niche SaaS market - school districts - and that single decision built a $20M business.
For almost five years, ThoughtExchange focused exclusively on K-12 education. That SaaS go-to-market discipline gave them sharp messaging, passionate customer advocates, and a product purpose-built for one buyer. Today, half their business comes from Fortune 100 enterprise customers - but only because they committed to vertical focus before going wide.
Dave's go-to-market strategy proves that niche SaaS focus creates the foundation...