Matt Vaadi says founders should pick one niche and own it instead of chasing every market. Assign each sales rep a vertical, like time-and-attendance for manufacturing, so they master the pitch, prove value fast, then expand to sell the full HCM suite.
You know, I'll say this is like, as a founder, if you're leading sales on your own, you've got to just pick one niche and just run after it. As you start developing reps, then you can go, hey, you're my nonprofit guy, you're my time and attendance, you know, woman, you're my, you know, whatever. If you want to segment by product, if you want to segment by market. To your earlier point, I remember we used to have people that would just gravitate towards getting in the door with a specific talk track and product that was just a piece of it. Maybe it was time and attendance, you know, for your manufacturing clients. It's like, hey, if I know time and attendance inside and out and I'm trying to call on manufacturing, then That's probably a pretty good way to get in the door value proposition-wise, and I'm going to end up selling them the full HCM suite. So, so there's different ways to approach the niching and the targeting.
