At what revenue share in an area does the speaker recommend investing there?

Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

How to Build Your Brand & Business A Niche Strategy for International Growth

20 May 2024 · 1 min

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Jason M. Lemkin advises founders to build both business and brand by choosing a narrow niche where they rank among the top two or three vendors. Focus on being the best in a small segment rather than trying to beat major incumbents broadly; early-adopter markets (tech-forward regions like Australia, New Zealand, UK, parts of France) will find strong vendors. He recommends that once a geographic area accounts for 5% of revenue, the company should start investing there.

Questions this video answers

When that area accounts for 5% of your revenue.

Chapters

What you do is build your business, build your brand right. Be find a niche where you're one of the top two or three folks. You don't have to be. You don't have to beat HubSpot everywhere, but find a little segment where you're better, your little area, and watch who wants to buy you. And if you're in software, what will happen is Australia, New Zealand, uk, some parts of France and others are very used to buying from US Companies. They will find you. If you are the best vendor, they will find you. You don't actually have to find them now. Traditional industries won't find you. Right? It's going to be tech focused folks. It's going to be early adopters, it's going to be cool kids, but they will find you. And as soon as you cross 5% of your revenue in an area, then invest in it.