How We Cut Enterprise CAC by Targeting the Mid-Market Nobody Wanted — A GRC Playbook

Building SaaS for regulated industries nobody else wanted to serve? That's exactly how this team won.

Featuring Nadeem Farah, Product Management Leader at Mitratech, building continuity planning and GRC solutions for enterprise and mid-market organizations.

Jean-Michel and Nadeem break down how Mitratech captured an underserved mid-market segment in B2B SaaS by combining acquired point solutions with subject matter expertise — then expanded upmarket with a platform approach. They cover why the "build trap" is back thanks to AI, how product management should feed go-to-market strategy directly, and what enterprise buyers actually want from their vendors in 2026.

🎯 Target underserved regulated segments before going upmarket
🤖 AI makes building cheaper — but proving ROI still can't be skipped
🔗 Product management should be the tip of the spear for GTM
📦 Enterprise buyers want fewer vendors, not more point solutions
🛡️ Integration-first GTM beats competing for another pane of glass

⏱️ Timestamps:
00:00 Nadeem's background in regulated enterprise SaaS
01:00 What is continuity planning and GRC
03:00 IT disaster recovery and organizational interdependencies
04:00 First customers: targeting underserved mid-market segments
06:00 Channel partners and consulting-led product adoption
08:00 Cross-sell from acquired customer base as early GTM
09:00 Will AI replace technical compliance SaaS products
11:00 AI-enabled plan reviews saving 60-department enterprises hours
16:00 The build trap is back — why impact-first product management matters
18:00 Product management as the GTM engine most teams overlook
20:00 Platform vs. point solution: when to build and when to integrate
22:00 Selling to CISOs and the economics of enterprise CAC

🔥 Want to build pipeline with SaaS executives who actually buy? Start here 👉 https://www.rapidproductgrowth.com

🔗 Website: https://www.rapidproductgrowth.com
🔗 Jean-Michel on LinkedIn: https://www.linkedin.com/in/jeanmichelthink/
#SaaS #B2BMarketing #ProductManagement #GRC #RapidProductGrowth

Видео How We Cut Enterprise CAC by Targeting the Mid-Market Nobody Wanted — A GRC Playbook канала Product Growth Stories