Many startups waste marketing budgets due to unclear messaging and a fuzzy Ideal Customer Profile (ICP), not poor execution. Kae Kronthaler-Williams, a veteran marketing executive, advises founders to nail messaging, niche their focus, and build foundational infrastructure before scaling ad spend. Her 90-day plan: clarify messaging through customer interviews, validate ICP with targeted outreach, and set up tracking systems for key metrics. Only after achieving 60-70% deal pattern repeatability should founders expand beyond their initial segment or invest heavily in paid channels. Diverse teams help avoid blind spots and create resonant messaging. To scale responsibly, start small, prioritize alignment across marketing, sales, and customer success, and measure pipeline contribution—not just leads. Audit hiring practices for bias to strengthen your team and marketing outcomes.

Ready to build a repeatable pipeline and avoid wasted spend?
Learn more from Kae at kaewilliams.com or connect on LinkedIn and Substack!

Subscribe to the Wildfire Labs Substack for podcast summaries and more insight on building a tech startup.