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SaaS ICP Pivot: From Enterprise Trap to $1M ARR | Salesbricks

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Manage episode 484165334 series 61396
Content provided by Omer Khan. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Omer Khan or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Jonathan Festejo spent two years building a complex Enterprise product only to hit a wall of 3-month sales cycles and "no decision" outcomes. Here is the exact ICP pivot that saved the company and dropped deal cycles to just 5 days.

In this episode, Jonathan (Co-founder & CEO of Salesbricks) reveals the "Enterprise Trap" that kills early-stage startups. Learn why shifting focus from Finance teams to Founders unlocked viral growth, how a simple "Powered By" button became their biggest marketing channel, and the painful hiring mistake that forced a round of firings.

🔑 Key Lessons

  • 🏢 The Enterprise Trap: Why building for complex enterprise needs early on created a product that was too heavy to sell.
  • 🔄 The $1M Pivot: How shifting from Finance teams to Founders reduced sales cycles from 3 months to 5 days.
  • 🚀 The Viral Loop: The specific "Powered By" mechanics that turn every sent contract into a high-intent marketing channel.
  • 📉 Hiring Mistakes: Why hiring junior engineers for "cost savings" resulted in negative ROI and a painful firing round.
  • 🧠 Founder-Led Sales: Why the best way to sell to founders is to be a founder solving their late-night back-office pain.

📖 Chapters

  • Introduction & The "Failure" Quote
  • What is Salesbricks? (Deal Closing Platform)
  • The Origin: The Halloween "DocuSign" Nightmare
  • The Mistake: Overbuilding for Enterprise
  • The Pivot: Finding the Ideal Customer Profile
  • Product Adaptation: Building for Founders, Not Finance
  • The "Powered By" Viral Growth Loop
  • Hiring Lessons: Why Junior Talent Failed
  • Lightning Round

This episode is brought to you by:

💖 GearheartBook a free strategy session + get 20% off select services

Resources:

🎧 Full Show Notes: saasclub.io/444

🎤 Subscribe to the Podcast: saasclub.io/subscribe

💌 Get weekly 5-minute SaaS insights: saasclub.io/email

💡 Join the SaaS Club founder community: saasclub.co/plus

  continue reading

629 episodes

Artwork
iconShare
 
Manage episode 484165334 series 61396
Content provided by Omer Khan. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Omer Khan or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Jonathan Festejo spent two years building a complex Enterprise product only to hit a wall of 3-month sales cycles and "no decision" outcomes. Here is the exact ICP pivot that saved the company and dropped deal cycles to just 5 days.

In this episode, Jonathan (Co-founder & CEO of Salesbricks) reveals the "Enterprise Trap" that kills early-stage startups. Learn why shifting focus from Finance teams to Founders unlocked viral growth, how a simple "Powered By" button became their biggest marketing channel, and the painful hiring mistake that forced a round of firings.

🔑 Key Lessons

  • 🏢 The Enterprise Trap: Why building for complex enterprise needs early on created a product that was too heavy to sell.
  • 🔄 The $1M Pivot: How shifting from Finance teams to Founders reduced sales cycles from 3 months to 5 days.
  • 🚀 The Viral Loop: The specific "Powered By" mechanics that turn every sent contract into a high-intent marketing channel.
  • 📉 Hiring Mistakes: Why hiring junior engineers for "cost savings" resulted in negative ROI and a painful firing round.
  • 🧠 Founder-Led Sales: Why the best way to sell to founders is to be a founder solving their late-night back-office pain.

📖 Chapters

  • Introduction & The "Failure" Quote
  • What is Salesbricks? (Deal Closing Platform)
  • The Origin: The Halloween "DocuSign" Nightmare
  • The Mistake: Overbuilding for Enterprise
  • The Pivot: Finding the Ideal Customer Profile
  • Product Adaptation: Building for Founders, Not Finance
  • The "Powered By" Viral Growth Loop
  • Hiring Lessons: Why Junior Talent Failed
  • Lightning Round

This episode is brought to you by:

💖 GearheartBook a free strategy session + get 20% off select services

Resources:

🎧 Full Show Notes: saasclub.io/444

🎤 Subscribe to the Podcast: saasclub.io/subscribe

💌 Get weekly 5-minute SaaS insights: saasclub.io/email

💡 Join the SaaS Club founder community: saasclub.co/plus

  continue reading

629 episodes

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