E07 w/ Dan Martell: 1 big logo won't get him the next 10

How can George Paladichuk take his startup NaiL from 1 huge customer, to the next 100 customers? Cohost Dan Martell and I dig in: A candid working session including: - finding early adopters in public data - reading job postings to find your buyer's software - the $15K way inside a global franchise - products for many instead of a product for one - should he chase elephants or mid-market? ======================= ME ME ME!!! ======================= Subscribe on YouTube Get my book My bio + 20 years of articles Twitter | LinkedIn ======================= STARRING GEORGE PALADICHUK ======================= NaiL George's site LinkedIn YouTube ======================= WITH COHOST DAN MARTELL ======================= Dan Martell Growth Stacking Show (podcast) Martell Method (newsletter) YouTube https://twitter.com/danmartell https://ca.linkedin.com/in/dmartell ======================= REFERENCED IN THIS EPISODE ======================= "Buy Back Your Time"—Dan Martell "Crossing the Chasm"—Geoffrey A. Moore TIMESTAMPS (00:00) - Intro: NaiL runs on 90% revenue from one client (01:23) - George introduces NaiL, an AI receptionist for franchise brands (02:58) - Standing out among 800 AI receptionist competitors (04:53) - The real bottleneck: enterprise deals are too slow (08:59) - Why chasing Main Street customers is harder than it looks (12:33) - Money vs speed: mapping enterprise, mid-market, and small business (18:26) - Crossing the chasm: finding customers who already want new tech (23:00) - George commits: doing franchise, not vague "enterprise" (27:02) - The three Fs for spotting early adopters: follow, fund, frequent (35:21) - The holding company angle: land ten brands through one parent (42:59) - Selling a low-cost pilot to get a foothold in new brands (47:41) - Dan's Irving Oil story: the danger of concentration risk (59:12) - Is NaiL a real product, or a bespoke dev shop for one client? (01:04:02) - Dan's homework: partners, conferences, and non-competing locals