Software Sales Tips by Matt Wolach

Scale Your SaaS

Niche Down, But When to Niche Up? – with Ryan Janssen and Drew Goulart


Starting a business is like embarking on an exhilarating journey full of challenges, triumphs, and learning experiences. This is especially true for software startups, where the landscape is constantly evolving, and innovation is the name of the game. 

In this week’s episode of Scale Your SaaS, we’ll dive into the insights shared by Ryan Janssen and Drew Goulart from Zenlytic, as they discuss their journey from a small team to startup success with host and B2B SaaS Sales Coach Matt Wolach. 


Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 279, “Niche Down, But When to Niche Up – with Ryan Janssen and Drew Goulart”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Ryan Janssen, Co-Founder & CEO and Drew Goulart, GTM Lead at Zenlytic


Tight Feedback Loops and Agile Advantage

In the fast-paced world of software startups, agility and focus are crucial. Ryan and Drew emphasized the importance of tight feedback loops, enabling them to pivot quickly as the market demanded. This agile advantage allowed them to cater to a specific audience initially—e-commerce and DTC (direct-to-consumer) brands. By understanding the unique challenges faced by these brands, they were able to craft a solution that truly addressed their pain points.

Niche Market Dominance

One key piece of advice for startup founders is to identify and dominate a niche market. Zenlytic’s success story reaffirms this principle. By initially focusing on e-commerce and DTC brands, they were able to deeply understand their customers’ needs and challenges. This targeted approach enabled them to tailor their solution effectively and stand out in a crowded market.

Adapting to Expanding Markets

Startups shouldn’t be afraid to expand their target market when the time is right. Ryan and Drew shared how they initially focused on e-commerce and DTC brands before realizing that their product’s capabilities had broader applications. This expansion was driven by organic demand and demonstrated the value of remaining attuned to customer feedback and market trends.


The Early Days: Focusing on Solving a Problem

Ryan and Drew’s journey began with a clear focus on solving a problem rather than simply embracing the latest technology trends. They found that many businesses struggled to access actionable insights from their data due to the technical knowledge required to use traditional AI tools effectively. 

The Transition to AI and ML

As the AI and machine learning revolution unfolded, it further enhanced the capabilities of Zenlytic’s product. With the incorporation of language models, their solution evolved from a self-serve AI tool to a self-serve BI tool with a native chatbot. This transition allowed users to have conversations with the tool, making data analysis even more intuitive and efficient.


Ryan Janssen & Drew Goulart

[18:48] “Data teams spend up to 75% of their time answering ad-hoc data questions, because the business users cannot get the data on their own”

[20:23] “Advice to new software leaders and founders, focus on solving a problem first, because the platform shift to AI is the latest platform shift.”

Matt Wolach

[26:26] “I was gonna say on that point, too, I think that goes back to what you guys talked about earlier, get to know your customer have those conversations, and they would have known that that’s not a problem, instead of seeing a cool new piece of tech and say, Hey, let’s just throw this out there and see what happens.”


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You can also find Ryan Janssen and Drew Goulart on LinkedIn.

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