The Vertical SaaS GTM Playbook is a podcast by Orbital that helps founders, GTM leaders, and investors learn exactly how the best vertical SaaS companies win their markets. Each episode unpacks proven playbooks - from how to acquire the first 100 customers to how to scale outbound, build distribution channels, and expand into new verticals. The goal is to give operators the insights and tactics they can immediately apply to accelerate revenue growth in their own vertical.
The Vertical SaaS GTM Playbook is a podcast by Orbital that helps founders, GTM leaders, and investors learn exactly how the best vertical SaaS companies win their markets. Each episode unpacks proven playbooks - from how to acquire the first 100 customers to how to scale outbound, build distribution channels, and expand into new verticals. The goal is to give operators the insights and tactics they can immediately apply to accelerate revenue growth in their own vertical.
In this episode of the Vertical SaaS GTM Playbook, Than Hancock, CRO at Podium, breaks down the go-to-market strategy that helped the company grow from $1 million to over $200 million in ARR.
Than joined Podium when it was still defining its first verticals and helped build the framework the company used to enter new markets with precision. He and Riley discuss how to spot when a vertical is tapped out, how to structure sales teams for focus without limiting growth, and what it takes to keep momentum after reaching $20M+ ARR.
They also unpack how Podium decided which verticals to prioritize, how the team learned to say “no” to attractive but distracting opportunities, and what expansion looks like once you’ve already dominated a core market.
If you’re leading GTM at a growing SaaS company, this episode offers a concrete look at how to scale through disciplined vertical execution.