“When you can put a $1 in and get $3 out - rinse and repeat until it’s no longer true”

The SMAP (Sales Marketing + Product) was whipped up by yours truly. It’s not always true but I feel like most of the time it works.

The SMAP rule argues that the more differentiated your product or service the less person-to-person sales it needs. The less differentiated the more it needs. It’s a sliding scale where marketing tactics tip from one side of the scale to another.

A differentiated SaaS company and undifferentiated local B2B cleaning company have similar fundamentals

-Recurring Revenue

-Low churn

-Defensible if high quality

-No seasonality

and therefore sales efforts should be similar. They should incorporate

-Person-to-person sales

-SEO

-Test PPC once the above create social proof and have traction