#406 – How Chad Gaydos chose fit over TAM and doubled deal sizes in 12 months

A story about asking the question many CEOs avoid—and finding real money. This episode is for SaaS CEOs with a nagging feeling that their growth isn't compounding the way it should.Most CEOs chase market size. And miss what actually matters.Chad Gaydos, CEO of Procurify, took a different path. With 30 years across SAP, Skillsoft, Talkdesk, and Total Expert, he's learned that growth isn't about how big the market is—it's about how well you fit it. When he took the CEO seat in January 2025, he asked a question most operators skip: Is there a real use case here—or just a big number?And this inspired me to invite Chad to my podcast. We explore why use-case fit—not market size—is what actually compounds growth. Chad shares why his first move was repositioning the entire company, why the product was being sold to the wrong customers, and why saying yes to the wrong customer is more expensive than saying no.We also zoom in on two of the 10 traits that define remarkable software companies: – Master the art of curiosity – Acknowledge you cannot please everyoneChad's journey proves that remarkable companies don't grow by chasing markets—they grow by reading them differently than everyone else.Here's one of Chad's quotes that captures how he reads markets:"What drew me wasn't procurement per se. It was really what was going on in this last category of the Office of the CFO. I felt like it hadn't been written yet."By listening to this episode, you'll learn:Why use-case fit beats TAM sizeWhat happens when pricing finally matches the value you deliverWhen the first 90 days demand subtraction, not additionHow to make hard decisions without committee paralysisFor more information about the guest from this week: Guest: Chad Gaydos, CEO of Procurify Website: https://www.procurify.com