This year, I am going to speak to 30 CEOs of Saas companies doing a minimum of $10M ARR. I have never spoken to any of them before, and the reason I am doing this is because I want to know how their minds work when it comes to GTM strategy.

From how I see it, gone are the days of “if you build it, they will come.”

I have seen many products with great potential fall to the way side just because the GTM strategy was not effective.

With the last CEO I spoke to, they left an impression on me.

He told me two things that stuck in my head and made his company the success it is today.

1. Knowing where to put your attention

- To quote Peter Druker: “There is nothing as useless as doing efficiently which should not be done at all.”

- Stop with all these endless SOPs and get to testing quickly, and killing quicker

- 80/20 where most of your attention is required in 20% of places, which will make the biggest difference, it is your job as the CEO to figure out where that is

2. Timing

- Sometimes you can have a great product, but the market is not ready for it

- Meet the market where it is at, and if you are truly ahead of the curve, it is only a matter of time

I was working at a SaaS company  for the past 3 years and can definitely say, thinking about these things was nowhere on my radar. Now speaking to the CEO who runs these companies, it seems like there is no more hiding from marketing.

Excited to continue these conversations and understand the mind of 29 more CEOs to come.