Enterprise SaaS Go-to-Market Strategy: Why Market Size Matters More Than Product Excellence

Jason Lemkin argues that enterprise SaaS startups require substantial fixed costs in sales, customer success, and support teams, making small market segments economically unviable regardless of product quality. Unlike consumer or freemium models, enterprise businesses need people-intensive operations to reach $1M+ ARR, requiring founders to target large markets (>$100M) even if focusing on specific segments within them.