The 70/30 Rule: Why Distribution Trumps Product for SaaS Growth

In the vibrant, often tumultuous world of SaaS startups, a common misconception frequently takes root in the minds of founders: that building an exceptional product is the lion's share of the work. The elegant code, the innovative features, the seamless user experience – surely these are the primary drivers of success, right?

For one particular technical founder, this belief was firmly held. Like many in their shoes, their passion lay in the intricate dance of writing code, in bringing digital solutions to life. The idea of crafting a robust Minimum Viable Product (MVP) consumed 70% of their energy, while the nebulous task of "getting users" seemed a distant, secondary concern – perhaps a mere 30% of the effort, handled once the product was perfect.

The Harsh Awakening

However, reality often has a way of gently, or sometimes brutally, correcting our assumptions. Upon shipping their meticulously built MVP, this founder experienced a moment of stark clarity. The anticipated influx of users, drawn by the product's inherent brilliance, simply didn't materialize. The silence, in fact, was deafening.

It was in this moment of quiet reflection that a profound realization dawned: the true proportions of the SaaS journey were precisely the opposite of what they had initially believed. Building the product, while essential, was perhaps only 30% of the battle. The colossal 70%? That was unequivocally dedicated to getting people to discover, adopt, and consistently use the product.

Embracing the Uncomfortable

This was a pivotal, and somewhat uncomfortable, paradigm shift. As a technical founder, their natural inclination was to dive deeper into development, to refine features, and to optimize code. The thought of engaging in "cold DMs" – direct messages to potential users – felt like traversing a foreign land, far removed from the logical structure of programming languages.

Yet, the evidence was undeniable. Solid products, however brilliant, often languish in obscurity without effective distribution. This founder chose to confront their discomfort, recognizing that their technical prowess, while invaluable, needed to be paired with an equally robust strategy for reaching their audience.

From Code to Customers: A Growth Story

The journey from there involved stepping outside the comfort zone, learning the ropes of marketing and outreach, and understanding the user's perspective beyond just technical functionality. It meant dedicating significant time and effort to activities that felt less "natural" but were absolutely critical for survival and growth.

The results speak for themselves. In a matter of months, by shifting focus and prioritizing distribution and user engagement, this founder successfully grew their SaaS to over $50,000 in Annual Recurring Revenue (ARR). It wasn't just about building something great; it was about ensuring that greatness found its way into the hands of those who needed it.

The Enduring Lesson

Their experience serves as a powerful reminder for all aspiring and current SaaS entrepreneurs: while innovation in product development is crucial, it's the relentless pursuit of distribution and user acquisition that ultimately fuels sustained growth. The 70/30 rule, it turns out, often applies in reverse when it comes to the real work of scaling a successful SaaS venture.