M3ter's James Wood on the relationship between ICP & Willingness to Pay #pricingtips #saas

I think once you have a kind of somewhat scattergun approach of like market strategy, you end up seeing that the product market fit works in one space, doesn't work in another. So I think that's what we've, we found more than anything is like there is a right kind of customer for us and it's generally a business with a little bit more complexity that have a lot more kind of financial processes and things like that. Like usually we'll utilize the CRM as well as billing and things like that. And then, then you start to find, oh, that's a better fit. And also they have willingness to pay rather than let's try and manufacture willingness to pay in a market that doesn't really drive it. Like the, the smallest startups won't have that much willingness to pay for anything, but they also don't need a bunch of the stuff that we can provide. And I think we were, um, definitely we did ourselves a great thing by going in with more intent with How are we positioning ourselves? Who is our right customer? And driving it that way. And actually the pricing just kind of follows. So, to be honest,