E07 w/ Dan Martell: 1 big logo won't get him the next 10

How can George Paladichuk take his startup NaiL from 1 huge customer, to the next 100 customers?
Cohost Dan Martell and I dig in: A candid working session including:
- finding early adopters in public data
- reading job postings to find your buyer's software
- the $15K way inside a global franchise
- products for many instead of a product for one
- should he chase elephants or mid-market?
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ME ME ME!!!
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STARRING GEORGE PALADICHUK
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NaiL (usenail.com)
George's site (georgepaladichuk.com)
LinkedIn (linkedin.com/in/georgepaladichuk04)
YouTube (youtube.com/@NaiL-ai)
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WITH COHOST DAN MARTELL
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Dan Martell (danmartell.com)
Growth Stacking Show (podcast) (danmartell.com/growth-stacking-show)
Martell Method (newsletter) (danmartell.com/newsletter)
YouTube (youtube.com/@danmartell)
twitter.com/danmartell ca.linkedin.com/in/dmartell
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REFERENCED IN THIS EPISODE
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"Buy Back Your Time"—Dan Martell (amazon.com/Buy-Back-Your-Time-Unstuck/dp/05934…)
"Crossing the Chasm"—Geoffrey A. Moore (amazon.com/Crossing-Chasm-3rd-Disruptive-Mains…)
TIMESTAMPS

• () - Intro: NaiL runs on 90% revenue from one client

• () - George introduces NaiL, an AI receptionist for franchise brands

• () - Standing out among 800 AI receptionist competitors

• () - The real bottleneck: enterprise deals are too slow

• () - Why chasing Main Street customers is harder than it looks

• () - Money vs speed: mapping enterprise, mid-market, and small business

• () - Crossing the chasm: finding customers who already want new tech

• () - George commits: doing franchise, not vague "enterprise"

• () - The three Fs for spotting early adopters: follow, fund, frequent

• () - The holding company angle: land ten brands through one parent

• () - Selling a low-cost pilot to get a foothold in new brands

• () - Dan's Irving Oil story: the danger of concentration risk

• () - Is NaiL a real product, or a bespoke dev shop for one client?

• () - Dan's homework: partners, conferences, and non-competing locals

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