Lars Gronnegaard left Trustpilot with a clear SaaS sales process plan. Then reality hit. His first 10 customers looked nothing like the ICP. Cold outreach needed 180 days to show results. It took a LinkedIn content strategy hitting 300,000 views to finally reach 7-figure ARR. Learn how a documented SaaS sales process replaced tribal knowledge, why 28-day outbound cycles beat 180-day sequences for SaaS go-to-market validation, and how personal LinkedIn profiles drove the majority of inbound leads. 🔑 Key Lessons 🎯 Narrow your ICP before scaling your SaaS sales process: Dreamdata confused a large TAM with a broad ICP. Growth only returned when they narrowed the SaaS go-to-market to mid-sized B2B SaaS companies. 📉 Cut outbound cycles to 28 days for fast SaaS sales process validation: Dreamdata's cold outreach needed 180 days. Lars shortened cycles to four weeks to get data fast enough to iterate on the sales playbook. 🚀 LinkedIn content strategy beats company pages for inbound: Co-founder Stefan hit 300,000 views in three months by posting from personal profiles instead of pitching from the company account. 🤝 Document your SaaS sales process before hiring salespeople: Dreamdata's scaling attempt failed because tribal knowledge could not transfer to new hires without a formal sales playbook. 🛠️ Validate with duct tape before building real product: Lars landed 10 customers and $100K ARR using BigQuery dashboards, proving the SaaS go-to-market worked before investing in engineering. Chapters Introduction Lars' favorite quote What Dreamdata does and who it serves Revenue, team size, and company stage The origin story at Trustpilot Finding the third co-founder Stefan Transitioning from Trustpilot to full-time First customers with duct-taped prototypes Building per-customer solutions before real product Defining the initial ICP Why the first 10 customers diverged from the ICP Going narrow with ICP as advice for founders Cold outreach and the 180-day SaaS sales process problem LinkedIn content strategy as growth engine Personal profiles vs company accounts on LinkedIn Paid search and micro-category keywords Scaling sales and realizing the sales playbook was missing Training salespeople without a formal SaaS sales process Building and documenting the sales playbook Fundraising during the pandemic and Ukraine war Lightning round Resources Full show notes: https://saasclub.io/395 Join 5,000+ SaaS founders: https://saasclub.io/email