In episode 701, Rob Walling interviews Matt Wensing, founder of Summit, a SaaS platform for lead scoring and qualification. Matt shares insights on finding product-market fit, the importance of following customer workflows to get there, and the challenges of marketing and positioning. Rob asks about his choice to raise venture capital, and how keeping a lean team maximizes that opportunity.

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• 2:27 – “Traveling many H1’s”, refining a target market 
• 5:44 – Moving back to a self-serve model
• 10:52 – Niching down to achieve stronger product-market fit
• 12:53 – Tactics that Matt used to achieve traction
• 16:54 – Lead scoring by behavior and persona-fit 
• 19:20 – Scoring as a whole product vs. as only a feature
• 23:31 – Pursuing VC with a lean team
• 29:09 – Who is your ideal customer profile?

• Apply for Tinyseed Feb 12th through Feb 25th
• MicroConf Remote – Early Stage Saas Strategies
• Matt Wensing (@mattwensing) | X
• Summit
• Episode 696 | The Truth about Product-Market Fit + Doing Sales as an Introvert (With Ruben Gamez)
• Out of Beta
• Episode 633 | Building SaaS Plus a Two-Sided Marketplace
• The SaaS Playbook
• "How I Sold My SaaS in An 8-Figure Exit" with Matt Wensing

If you have questions about starting or scaling a software business that you’d like for us to cover, please