Julien Marzouk

speaker

238 appearances 1 recordings 1 series first heard Jul 2026 last heard 28 Jul

Julien Marzouk’s voice in public audio — every appearance, attributed to the second.

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Recordings per month over the last 12 months — 1 in all, peaking in Jul 2026 with 1.

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Startups For the Rest of Us · Episode 843 | Success Patterns of $1M+ SaaS Founders · 28 Jul 2026 podcast

So you get on a session, one of the first sessions, and you realize that founders run five growth initiatives in parallel.

And when you start questioning, like, but are you sure that you will be able to bring them all to fruition?

And how come it's taking so long?

You know, it's very difficult for them to...

to let go because they realize that, they think that it's saying no, no, I'm not gonna do this.

And actually the reframe is, we're not saying no, we're just saying not now.

It's about sequencing, right?

And very often you see like many different ICPs, different type of clients that,

founders are pursuing, even sometimes different sales motions, different acquisition channels.

And there's one tool that I want to share with your audience that I found very helpful to help them focus.

And the way it's useful is because there's no subjectivity about it.

It's basically math.

It's the sales velocity equation.

I don't know if you've used that before, but basically you take every segment.

So let's say like I have this client, for example, compliance SaaS that sells into banks.

It was going after national banks, regional banks, and community banks.

And like mostly regional and community banks.

And the thing is, when we compare the sales velocity, the pipeline, the conversion rate, the sales cycle, and the deal size, he spent a lot of time on the regional banks because they were 70K per deal versus the community banks that had, I think, something like 30K per deal.

The thing is, the sales cycle for the regional banks was seven months versus one month for the community banks.

So basically, spending more time on the community banks after six months means basically 10 times the revenue.

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