This conversation was a real treat for me. Nick Mehta, CEO of Gainsight, and I worked together for 6 years, building the company from $1M to $85M in ARR while I was there. One repeat topic in our exec team and board meetings was, “How large is our market, and how fast is it growing?” While it’s standard to have back-of-the-envelope math on your market size in your Seed and Series A pitch deck, the reality is that market sizing is much more complex than that when you’re actually scaling your business. And knowing the size and growth rate of your market is critical to sustaining high growth rates for your company.

In this conversation, Nick and I discussed questions like:

* How can you track whether customers are truly ready to buy — i.e. are “in market” — so that you’re not wasting your time?

* What do you do if your market isn’t growing fast enough right now?

* How do you adapt your messaging to the current macro climate?

You can listen to the podcast or else read the lightly edited transcript of the conversation. Let's dive in!

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