Garrett Mayer-Goot

They're not disciplined.

And what I mean by that is I can't tell you how many organizations, let's just say, honestly, frankly, like 99% of them.

have too small of a budget for amount of verticals and personas they're trying to target.

It's like the number one plague is killing them.

And so essentially what they do is let's say they have a $50,000 a month to spend.

They'll then want to spread that out across healthcare, government, whatever those industries are, right?

Let's say five industries.

And then we all have this lie that we've been told that we need to market to decision makers.

And that's BS.

So the biggest problem in SaaS is they all think the C-level and the V-level is how you market digitally.

And it's actually not true.

I have a saying that I believe the champion is more important than the decision maker.

So what we help our clients do is we'll go through their client list, we'll work with their finance organization, their sales organization, and we'll start to pull out which vertical has the highest close rate, which vertical has the best gross margin, which vertical has the largest LTV.

Cool.

Can I go through your clients and see who your point of contact is in all those engagements?

And then I'll enrich it with their title.

Now, all of a sudden I've started to get who's truly they're your persona because it's never what the marketing and sales org thinks.

It's always, you know, we sell the, it's like bill.com.

They would always sell the CFO.

The truth is your, your, your, your person's actually the accounting manager.