Two ways to know if you have a PMF issue, and what to do about it with Duane Dufault

Selling Saas

In this episode, Duane defines go to market and funnel as the steps in customer acquisition, starting from lead to churn. Duane then explains why it is important to do a funnel audit and a customer audit to understand where to focus time and resources. This can help determine if the company has product market fit, message market fit, and go to market fit before scaling. Doing this will help the business understand where to spend time and resources in order to grow.

Key Takeaways:

You need to be auditing your customer funnel on a regular basis, and you should be looking at the primary conversion points in the customer cycle.

• You don’t need to audit every single connected SDR call when doing this.
• The audit should point you in the direction of where you need to put more effort.
• If you have a high MQL conversion but a low OP conversion, you get to spend time in sales.
• If you have a low MQL conversion, then you need to spend time in marketing.
• If nothing is going well, then you don’t have PMF.

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