SaaS Product-Market Fit in a Category Nobody Asked For

Episode notes

Everyone assumed Prodoscore was just another surveillance tool. Sam Naficy had to find SaaS product-market fit for a product category nobody asked for - while employees and buyers assumed his company was spying on them. He flipped the narrative, narrowed the TAM ruthlessly, and grew to high 7-figure ARR. Sam reveals how achieving SaaS product-market fit meant repositioning from surveillance to employee empowerment, why narrowing from "anyone with Salesforce" to 100+ seat companies unlocked real PMF, and how staffing became their number one ICP - a vertical nobody on the team predicted through any market validation exercise. Sam previously built DTT from zero to $55M ARR over 20 years before it was acquired. Prodoscore now serves roughly 150 customers with 135,000 employees on the platform and an AI engine that predicts attrition 90 days in advance. Key Lessons SaaS product-market fit requires narrowing your TAM ruthlessly: Prodoscore went from "anyone with Salesforce" to 100+ seat enterprises, then discovered staffing as their top ICP - a vertical nobody predicted.