188: How to Scale Up by Niching Down

EPISODE SUMMARY

In this episode, Matt Wolach and Andrew Butt talked about how Andrew finding niche has allowed his company to scale. Andrew also spoke about B2B rebates and why SaaS leaders should consider tracking their rebates easier and better.

Andrew is the CEO and founder of Enable, a collaboration platform that allows B2B leaders to maximize the performance of their deals while improving financial transparency.

Software and services are limited for the B2B and supply chain, so Andrew saw the opportunity to build a solution to an often neglected problem of B2B owners: unclaimed rebates.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 188, “How to Scale Up by Niching Down”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Andrew Butt, CEO, and Founder of Enable

TOP TIPS FROM THIS EPISODE

Manage Your Rebates Correctly
Focus on Your Decisions
Prove Your Product’s Efficiency
Build a Team of Good Hires

EPISODE HIGHLIGHTS

How B2B Rebates Work
The Future of Rebate Management
Educating the Market on B2B Rebates
Dealing with Customer & Team Challenges

TOP QUOTES

Andrew Butt

[05:59] "The overall principle is similar [between B2C and B2B rebates], which is it's trying to drive behavior."

[09:48] “We're already talking to a market that understands the importance of [rebate management] and why it needs to be done.”

[11:50] “I think what's been important to Enable is to be laser-focused on what problems are we solving, how can we solve them better than anyone else, and then developing a great solution for that and being quite narrow and deep.”

Matt Wolach

[11:10] “Just giving them the content, the videos, all the different ways that they can understand how this is going to make a change for them. That's huge.”

[15:36] “ I've seen that a lot. Enterprise companies, big companies, they don't really have a lot of trust in a new startup.”

[16:52] “It's all about taking that risk minimized or eliminated altogether. And that's when your buyers are going to be able to make good decisions for you.”

[20:42] “Focus is absolutely critical.”

LEARN MORE

To learn more about Andrew Butt and Enable, visit: https://enable.com/.

You can also find Andrew Butt on LinkedIn at: https://www.linkedin.com/in/awbutt/.

For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

Get even more tips by following Matt elsewhere: