In this episode of Topline Spotlight, Sam Jacobs sits down with Snehal Nimje, co-founder and CEO of Outdoo, to talk about one of the hardest calls an early-stage founder can make: narrowing focus when leads are coming in.

Snehal breaks down how Outdoo went from trying to serve every mid-market and enterprise buyer to getting much more specific about where the product was truly essential. They get into why usage dropped, what customer conversations revealed, how the team handled the internal shift, and what changed once they focused on insurance and finance use cases where compliance and ramp speed mattered most.

They also talk about:

- Why enterprise readiness starts with architecture, compliance, and security
- How to tell the difference between interest and real traction
- What founders miss when they chase every lead
- Where defensibility really comes from in AI

Chapters:
00:00 Intro
00:46 Meet Snehal Nimje and Outdoo
04:55 Why selling to everyone nearly derailed the business
06:51 Finding the customers who truly need your product
08:54 The hard decision to narrow their ICP
11:00 How focus accelerated enterprise growth
13:09 Advice for founders struggling to find product-market fit
15:36 What creates a moat in the AI era?
17:13 Why workflow—not AI models—is the real competitive advantage
18:51 Snehal's biggest business inspiration
19:38 Where to find Snehal and Outdoo
Try Outdoo: outdoo.ai

If you're building an early-stage company and trying to find traction without turning your product into a Frankenstein, this one's worth your time.

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SPOTLIGHT: He Said No to Bad-Fit Customers. Growth Got Better. | Snehal Nimje, CEO & Co-Founder @ Outdoo

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SPOTLIGHT: He Said No to Bad-Fit Customers. Growth Got Better. | Snehal Nimje, CEO & Co-Founder @ Outdoo