The Transaction · 2024-12-05 · 50 min
What would you say if your CEO told you they wanted to speak with 100 customers in 100 days? That’s exactly what our guest, David Politis, did and he still thinks it’s one of the best things he’s done in his career. David, the Founder and Executive Chairman of BetterCloud and Host of Not Another CEO Podcast , joins co-hosts Craig Rosenberg and Matt Amundson for a must-listen episode for founders, CEOs, and B2B execs. David explains why having a smaller TAM (Total Addressable Market) is actually good for smaller or newer-stage companies. There are also great discussions about when landing a big customer can be a bad thing for your company’s roadmap, why meeting with customers is so critically important for leaders, and how to stand out as a sales rep to book meetings with decision-makers at ideal customers. Also, Matt gets a very meaningful head nod and Craig is called an inspiration, a high that his ego may be chasing for a long time. Critical Takeaways Narrow down both your ideal customer profile and your ideal buyer persona. While this may seem counterintuitive, the larger your TAM (Total Addressable Market), the slower your company will grow.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
Ep. 191 Andrew Lindsey, Chief Executive Officer at Flexnode | Data Center Go-to-Market PodcastData Center Go-to-Market Podcast · on go-to-market87 / 100
Beyond AI Theater: How a Real AI Product Team Looks Now | Eric Anderson, SVP Product (Datasite)LaunchPod · on SaaS85 / 100
Pipeline Gives Permission to Invest Big on Brand with Jennifer JohnsonThe B2B CMO Podcast with Jon Miller and Sydney Sloan · on SaaS74 / 100
My Career in Data Season 4 Episode 11: Samuel Spencer, CEO and Co-Founder of Aristotle MetadataDATAVERSITY Talks · on SaaS65 / 100
When AI Does the Building: Innovation, Ideation, and the New Creative AdvantageDisambiguation · on SaaS65 / 100
Why Customer Success Is the Next Major Category in MedTech with Rupal Ayer, Senior Director of Customer Success at SolventumOutcomes Rocket · on SaaS63 / 100
How Founder POV Helps Sales Build Buyer Confidence with Jim Wilson, Partner at Costanoa Ventures - Ep 8485 / 100
Building Brand Momentum in Market with Carilu Dietrich & Maya Spivak - Live Session - Ep 8370 / 100
An Honest Reappraisal of Marketing Attribution with Dan Kimball, GTM Advisor - Ep 8276 / 100
Organizing Unforgettable Events for B2B with Jen Igartua, CEO of Go Nimbly - Ep 8176 / 100
The AEO Playbook: Own the AI Shortlist - Live with Sydney Sloan at GTM Tailwinds - Ep 8085 / 100