Every year B2B SaaS companies pick their target account list. However, how much analysis goes into this process?
We all know that outstanding accounts are the ones that buy, renew, expand, and drive inbound.
Poor fit accounts…..whelp, the opposite is true. They churn, blow up our support teams, and give us negative reviews on G2 and Capterra. They are not referencable.
What about the lighthouse accounts with Fortune 500 logos? These are the customers that we can’t afford to lose. They hijack our roadmaps and force us to build features that satisfy their needs but don’t align with the needs of the broader market.
These customers slow our overall growth rates. Understanding that 33% of engineering costs go towards sustaining, we end up sacrificing speed and agility each time we build features that get little adoption. These customers force us to build bespoke software.
Sequentially over quarters, we end up with SaaS products that are very wide, with little to no adoption across most features. We have to maintain these features in perpetuity.
Let’s start by measuring twice and cutting once.
Let us know if we can help!
