Narrow Down Your Damn ICP with David Politis - The Transaction - Ep. 34

Episode notes

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.

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

• Just Say No to "Yes-Man Agents" & "Process Barnacles": How Miro Builds Post-AI | Jeff Chow, CPTOLaunchPod · on SaaS74 / 100
• Define the Message and the Roadmap Follows with Jamie Domenici, CMO of KlaviyoThe B2B CMO Podcast with Jon Miller and Sydney Sloan · on SaaS70 / 100
• Edward Robson - Capital Allocation in TechnologyCloud Returns · on SaaS68 / 100
• Ep. 198 Bobby Varma, Chief Executive Officer of Princeton Identity | Data Center Go-to-Market PodcastData Center Go-to-Market Podcast · on go-to-market62 / 100
• 79: Cancel all my meetingsOur B2B SaaS Journey · on SaaS50 / 100
• How Notion Built a Product-Led Growth MachineStartup Stories with Fexingo · on SaaS

• Win the AI Answer, Not Just the Citations with Tim Sanders, Chief Innovation Officer at G2 - Ep 85100 / 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