How to Build a Sellable Business at $5M ARR — From CEO Who Did It

How to Build a Sellable Business at $5M ARR — From CEO Who Did It Most B2B SaaS companies miss 80% of their total addressable market by staying horizontal. Here's how to build a vertical SaaS strategy that captures entire industries. Featuring Matt Watson, founder and CEO of Full Scale — who scaled from zero to 500+ employees by focusing exclusively on one market vertical. Jean-Michel and Matt explore why vertical specialization beats horizontal plays in B2B SaaS, the product-market fit metrics that matter when going deep into industries, and how Full Scale's software development focus allowed them to dominate their niche while competitors fought over scraps in the general market. 🎯 Vertical focus captures 10x more market share than horizontal plays 💡 Industry-specific features create 5x higher switching costs 📊 How to identify which vertical offers the biggest opportunity 🔄 The exact metrics that prove vertical product-market fit 🚀 500+ employee scale achieved by saying no to everything else ⏱️ 00:00 Why most SaaS companies choose horizontal and fail 04:30 The software development vertical opportunity Matt saw 09:15 Building industry-specific features vs general tools 15:45 Scaling from 10 to 500 employees in one vertical 21:20 When to expand beyond your core vertical market 26:10 The biggest mistakes founders make going vertical 🔥 Ready to add $1M in new revenue to your B2B company this year? Apply to Scale 👉 https://www.rapidproductgrowth.com 🔗 Website: https://www.rapidproductgrowth.com 🔗 Jean-Michel on LinkedIn: https://www.linkedin.com/in/jeanmichelthink/ 🔗 Full Scale: https://fullscale.io #SaaS #VerticalSaaS #ProductMarketFit #RapidProductGrowth #B2BSaaS