How to fuel exceptional growth with real focus on your best-fit ICP.

If you’re running a SaaS GTM engine without a single, obsessively owned niche, you’re not executing—you’re flailing (and wasting time and resources). 

In my work with hundreds of founders and revenue teams over the years (and now at RevvedUp), the most common—and most damaging—mistake is treating every prospect as equally valuable. 

Spoiler: they’re not. 

Fix your segmentation, targeting, and positioning, and you’ll transform your funnel overnight. 

Ignore it, and you’ll remain on the razor’s edge of mediocrity.

I recently spoke on this topic in a podcast (recording here) and wanted to share the key takeaways.

Focus or Fail

Every growth dollar you spend should accelerate you toward one clear goal: dominance in a tightly defined niche. If you spread your budget, content, and SDR outreach across ten segments, you’ll get ten half-warmed responses instead of one on-fire pipeline. Real progress demands ruthless prioritization:

  • Reject “horizontal ambition.” Ambition without discipline is noise. The most investors remember isn’t “the everything platform,” it’s “the best company for X.”
  • Win small, then scale. Amazon didn’t become the Everything Store before it conquered books. It became the Everything Store because it absolutely dominated one vertical, giving it the stable foundations to then expand.
  • Measure depth over breadth. Track share of voice, deal velocity, win rates—and only in your chosen niche.

At RevvedUp, we’ve seen deals close twice as fast when teams focus on a single, well-researched segment. Anything less is a vanity metric in disguise.

Five Ways to Slice the Market—and the One You Can’t Afford to Ignore

Most GTM teams default to obvious thermographics:

  1. Industry Vertical (e.g., pharma, finance, retail)
  2. Buyer Persona / Title (e.g., CHRO, VP of Sales, Head of DevOps)
  3. Geography (North America vs. EMEA vs. APAC)
  4. Company Size (SMB, mid-market, enterprise)

These frameworks have their place, but they miss the Jobs-to-Be-Done (JTBD) lens—the single most powerful segmentation strategy:

  1. Jobs-to-Be-Done
    • Definition: The concrete problem your buyer “hires” your product to solve.
    • Why it wins: Two CFOs with identical budgets might have entirely different JTBD—one needs cash-flow forecasting; the other needs compliance automation.

The RevvedUp advantage: Our AI-powered Persona matching can ingest behavioural signals, deep research and agentic logic to pinpoint the exact JTBD your highest-value prospects are prioritizing right now.

If your messaging speaks to JTBD, it cuts through generic noise. If it doesn’t, no amount of personalization or ABM sequences will save you.

Position to Own One Mental Slot

Buyers complete 70% of their journey before they ever pick up a phone. Your positioning is the only thing that ensures you’re even on the shortlist:

  • Gong = conversation recording & analytics
  • Clari = revenue insights & forecasting
  • Outreach = sequenced outreach platform
  • Apollo = prospect data & intent

Each owns a single, crystal-clear slot in buyers’ minds. If you position yourself as the “all-in-one revenue platform,” you own nothing. You become just another checkbox in a crowded demo calendar.

Know When to Double Down—and When to Expand

Too many teams expand prematurely. They see “greenfield” opportunity in three adjacent verticals and chase them all—only to dilute their core, stall momentum, and confuse buyers.

Rule of thumb: You’ve earned the right to expand when:

  1. Market Share Threshold: You command at least 20–50% of your niche and hit your ARR milestone (e.g., $1M → $5M).
  2. Adjacency Logic: The JTBD, buying process, and value metrics in the adjacent segment align closely with your core niche.

The Three Uncompromising GTM Commandments

  1. Value over Volume Vanity metrics (MQLs, email opens) feel good but don’t pay salaries. Track deal quality—sticky logos, expansion velocity, and referenceability.
  2. Start with Retention Your happiest customers are the north star for your ICP. Analyze who expands, who churns, and why. Those insights dictate every future campaign.
  3. Focus Equals Discipline Saying “no” to shiny opportunities isn’t defeat—it’s the only way to keep your message coherent, your roadmap prioritized, and your wins compounding.

Stick to these commandments, and your funnel transforms from a leaky bucket into a pressure cooker.

AI: Your Secret Weapon for Precision

Segmentation and positioning aren’t new—but today’s AI tools make them exponentially more precise:

  • CRM Mining: Feed your historic wins and losses into generative AI to surface non-obvious JTBD patterns.
  • Content Signal Analysis: Use AI to score anonymous website visitors and rank them by JTBD fit.
  • Real-time Refinement: Continuously retrain models on closed-won deals, so your segmentation sharpens with every quarter.

AI doesn’t replace strategy—it turbocharges it. The companies that “get” this shift will leave the rest fighting for crumbs in the generalist graveyard.

Case Studies That Speak Louder Than Slides

  • Viva Pharma CRM captured 45% share in the pharmaceutical sales ops niche within six months of niching, driving a 3× uplift in ARR growth.
  • Samsara focused on industrial IoT for fleet management, reaching $1B revenue at 30% growth—proof that a well-defined vertical isn’t a ceiling, it’s a launchpad.
  • UpTick doubled its user base in 12 months by solving a narrowly scoped “safety maintenance scheduling” JTBD that no large vendor addressed.

These wins didn’t happen by accident. They’re the result of executional rigor: precise segmentation, forceful positioning, and disciplined expansion.

Bottom Line

Niching isn’t a concession to limited ambition—it’s the only path to outsized results. If you want to accelerate pipeline velocity, slash CAC, and build referenceable momentum:

  1. Choose one niche.
  2. Own one mental slot.
  3. Execute with relentless discipline.

At RevvedUp, we’ve distilled this formula into our platform and playbooks—helping teams move from scattershot to scale-focused in weeks, not quarters. 

Ready to turn your niche into your superpower? 

Book a demo and let’s make it happen.