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.
Going multi-product is the fastest way for vertical SaaS companies to grow ACV and retention, if done correctly. In this episode, Ershad Jamil (former CGO @ ServiceTitan) breaks down how his team evolved from a single platform to a portfolio of revenue drivers, including embedded payments, marketing automation, product catalog, and an early AI receptionist - scaling add-ons from $0 to $100M+ ARR in under five years.
He walks through how to identify “share of wallet” opportunities, time the first add-on, and stand up a tiger team to ship an MVP without derailing core product. We get concrete on build vs. partner vs. buy, product packaging, and why CSM-led upsells often stall. Ershad also shares where teams go wrong, like choosing the wrong fintech partner or misforecasting adoption, and how to set the right KPIs so the motion compounds rather than distracts.