Mark Walker, Founder and CEO, Revved Up

Welcome to episode 5 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. 

This week sees our first guest joining us on the podcast as Mark Walker, Founder and CEO at Revved Up as we continue the discussion on segmentation, targeting and positioning. Here’s the TL;DL ( “too long, didn’t listen”) in case you don’t have time for the whole episode:  Mark's core point is around discrimination - you have to pick the segments you want to serve. You cannot be all things to all people. 

The discussion moves on to highlight the critical role of segmentation, targeting, and positioning in developing a successful B2B SaaS go-to-market strategy. Accurate segmentation, including firmographic, technographic, behavioural, and use case (or “jobs to be done”) segmentation, ensures that resources are allocated effectively and growth opportunities are not missed. Targeting involves aligning product delivery with the specific needs of organizations, requiring a detailed understanding of the target audience. Positioning focuses on communicating how the product addresses customer needs and resonates with their desired outcomes, forming the backbone of an effective strategy. Finally, we ask Mark to choose between better segmentation or better positioning. Listen to find out what he picked! 

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