Software Sales Tips by Matt Wolach

Scale Your SaaS

From $0 to Exit – How Staying Focused Allowed Them to Win – with Sanjay Ghare


Building a new software company from the ground up is a thrilling yet challenging endeavor. One of the biggest obstacles SaaS startup founders face is the temptation to stray from their initial vision and get sidetracked by shiny new opportunities. 

In this episode of Scale Your SaaS, we’ll explore the importance of staying focused on your core mission and niche, drawing insights from a conversation with Sanjay Ghare, CEO of Vervotech, a travel technology company leveraging AI to transform the industry with host and B2B SaaS Sales Coach Matt Wolach.


Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 282, “From $0 to Exit – How Staying Focused Allowed Them to Win – with Sanjay Ghare”

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Guest: Sanjay Ghare, CEO of VervoTech


Sanjay Ghare and Vervotech’s journey provides several valuable lessons for early-stage SaaS founders:

Prioritize Marketing and Visibility

No matter how great your product is, it will only succeed if it’s visible to your target audience. Invest in marketing and ensure your SaaS solution is well-known in the industry.

Embrace Lean Practices

Be mindful of your expenses and ROI. Every dollar you spend should be evaluated for its potential return. Maintaining a lean approach can help your company weather uncertainties and remain financially robust.

Adopt a Customer-Centric Approach

Your customers’ success should be at the forefront of your efforts. Listen to their pain points, and if your product doesn’t offer a specific feature, communicate your roadmap and find ways to support them in the interim.

Looking ahead, Vervotech aims to transition from being an option in the travel technology industry to becoming the go-to solution. Their vision is to be the iPhone of the hotel mapping industry – the undisputed number one choice.

Cultivate a Unified Vision

Sanjay emphasizes the importance of aligning the entire team with the company’s goals. Vervotech maintains a transparent and collaborative environment where each team member understands their role in achieving the company’s objectives. Regular meetings and discussions centered on key performance indicators (KPIs) keep everyone focused on the same mission.


The Dangers of Distraction

Sanjay knows firsthand the challenges of staying focused on a company’s core mission. He acknowledges that it’s easy to become distracted by other potential capabilities and offerings, even after defining your primary goal. This lack of focus can lead to a loss of direction and reduced productivity.

The Power of Laser Focus

Sanjay shared his experiences and insights into how Vervotech managed to stay on course and ultimately achieve a successful exit. The key to their success? An unwavering commitment to laser-focused problem-solving within their niche.

The Power of a Singular Focus

Sanjay and his team consciously focused solely on solving the hotel mapping problem. Rather than attempting to be a jack-of-all-trades, they aimed to be the undisputed masters of this particular domain. This unwavering focus allowed them to channel their resources, energy, and expertise into perfecting their solution.


Sanjay Ghare

[15:36] “It’s never perfect. Actually, there is always something that needs to improve. But we are very keen and very responsive to our customers and very attentive to our customers.”

[21:09] “Start doing it, build the right team, and be active on LinkedIn.”

Matt Wolach

[05:32] “Focus on solving a specific niche problem to achieve success and an exit.”


To learn more about Vervotech, visit:

You can also find Sanjay Ghare on LinkedIn:

For more about how host Matt Wolach helps software companies achieve maximum growth, visit