432: N.Rich: From High Churn to Profitable ABM Platform - with Markus Ståhlberg

This podcast interviews Marcus Stahlberg, co-founder and CEO of NRich, an account-based marketing (ABM) platform. The conversation covers NRich's journey, including initial struggles with product-market fit and high churn, the eventual pivot to a more sustainable growth strategy, and the importance of defining a precise Ideal Customer Profile (ICP). Stahlberg details how they use LinkedIn's ad library to identify high-spending clients and a unique compensation model to align sales and marketing efforts, ultimately achieving profitability and multiple seven-figure ARR. Listeners gain insights into ABM strategies, overcoming growth challenges, and building a successful SaaS business. A key takeaway is the importance of defining a precise ICP beyond basic demographics, focusing on factors like existing digital ad spend to identify ideal customers.