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Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: SaaS Go-to-Market: 3 Nightmare Years to $100M ARR
Description: Clate Mask spent three years in what he calls a nightmare - $100,000 in student debt, taking home $2,500 a month, wife in tears telling him to get a real job. His SaaS go-to-market was broken - building custom software with no clear path forward. Then his wife told him to keep going, and everything started to turn. Today Infusionsoft has 675 employees, 140,000 users, and over $100 million in ARR.
The SaaS go-to-market breakthrough came from finding a beachhead: direct-response marketers in the Dan Kennedy community. This go-to-market strategy used partner-led distribution - getting Dan Kennedy and Joe Polish to use...