Take a look at your potential customers. Now look again. Are you really looking at the total available market, or have you fixated on one subset that has the biggest names but is the hardest to reach? Sometimes your best customers are the ones you're not paying attention to. This week on the show I welcome Startup Hypeman client, and my friend, FanFood CEO Carson Goodale. FanFood combines concession food with sports games. Immediately you might think NBA, MLB, etc. And that's exactly what FanFood did at first. But they say that meant multiple decision-makers, extremely long sales cycles, and essentially one shot to get it right. So instead, they changed their strategy to a bottom-up approach, and it's led to 75 customers, $3.5 million raised, and now a team of 25 employees.

Find Carson and FanFood online:

Twitter and IG @fanfoodapp

www.fanfoodapp.com

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