How To Find Early Adopters For Your B2B SaaS

About this video

Dan Martell coaches Luca, founder of Cruise, a Romanian carpooling service connecting employees of the same company to ride together — free for employees, paid by the company — with carbon tracking and gamified benefits. Luca says they are in development on UI/UX, have received investment from the Romanian licensed Shark Tank show he calls Lions Empire, and struggle to sign clients before launch without a demo. Martell applies Jeffrey Moore’s technology adoption curve: find early adopters among Romanian companies with 600 or more employees (Luca’s minimum) who care about carbon offsets. Signals: a CSR strategy or projects, having 7card gym subscriptions bought by the company, using gamified recruiting like Jobful, or using Google Apps, HubSpot or Clearbit — signs they seek an edge and are not laggards; a 7card customer list could be a starting point. On pricing, competitor Teamway charged two euros per drive plus a 400-600 euro monthly fee; Luca’s model is four euros per month per active user plus a fixed fee. Martell says per-active-user pricing creates cost uncertainty for enterprises, advises optimising for usage and distribution not pricing perfection, collecting data from 10 customers, and considering a fixed fee plus about $2 per employee rather than per active user. He says clients change pricing every six months and value metrics should follow usage analysis. On scaling beyond Romania against Uber Pool and Bolt, he advises a bowling-pins sequence: choose close-cousin markets by language, currency, time zone and size — if adding a language anyway, pick a large market like Germany — and expand country by country. He closes that success is sequencing, and most startups die from indigestion, not starvation.

Key takeaways

• Target 600+ employee firms with CSR projects as qualified prospects
• Spot early adopters via 7card, Jobful, Google Apps or HubSpot use
• Avoid per-active-user pricing that makes enterprise costs unpredictable
• Get 10 customers and data first; pricing can change every six months
• Expand like bowling pins to large close-cousin markets in sequence

Episode details: published October 11, 2021 · 21:27 long. Summary written by Self Growth Videos from the episode itself. Business results and any income figures mentioned are Dan Martell’s own claims, shared for education — they are not typical or guaranteed.

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