Andrej Persolja

Experiencing stagnant growth? DM me to help reposition your tech startup to attract best-fit customers 🚀 Lowered CAC by 52% for my last startup 🏹 Founder, Positioning @ Tangible Growth

You've built a good product. You're growing. But does it feel harder than it should?

Hi. I'm Andrej. I help CEOs in complex industries fix three things that kill growth: unclear positioning, misaligned teams, and spending money on developing products & features users don't buy.

- If you are stuck in alignment calls
- not 100% happy with what your website says
- If your board or co-founders are asking questions you don't know how to answer... I've probably seen (and solved) what you are experiencing.

Because the real cost of these challenges? Isn't just growth. 𝐈𝐭'𝐬 𝐘𝐨𝐮. You're spending mental energy keeping everyone happy. Second-guessing your decisions on a Sunday night. Spending time in meetings instead of enjoying it with family. (You sigh, as you message your group of friends saying you won't make it to your basketball game for the third week in a row).

This 𝐢𝐬𝐧'𝐭 how leading a company should feel like. As a co-founder, I spent 2 years trying every marketing hack in the book chasing growth. Templates, frameworks, books... Nothing changed until we realized the problem wasn't tactics, but positioning. I never wanted to feel that way again, so I got really good at fixing it.

Because here's the truth: This is a 𝐧𝐨𝐫𝐦𝐚𝐥 problem at your stage. Internally, positioning breaks because your company is evolving. Externally, you are competing against teams with bigger budgets that make clear, de-risked decision. Most founders hire consultants hoping for the answer, but their frameworks never get implemented. That's the gap.

I've been fortunate to learn from and work alongside the best in the industry, including Seth Godin, Brian Tracy, and Philip Kotler, which created the foundation of everything I do with founders:

Instead of consulting, I work with your team. We map your market, find your strengths, turn them into a competitive advantage. One that works across your product, marketing, and sales.

The result of that is confidence & clarity on what to build, who to target, and how to win.This approach has:

✔️ Helped a CEO scale their B2B SaaS from $1M to $3M in < 12 months.
✔️ Helped a management team build a defensible strategy for a B2C tech company scaling from $10M to $30M
✔️ Helped a B2B AI team deliver 10 impressive leads (Accenture, Bridgestone, ERM) proving traction before going for Series A. 

I work with max 3 companies per quarter. If you want that to be you, book a call. 

Let's see how we can turn the challenges you are facing into your competitive advantage: https://tidycal.com/tangible-growth/discovery-call

Founder

With Tangible Growth, I want to help you turn poor positioning symptoms:

➡️ You have some loyal customers, but new clients don’t know what you do
➡️ You have long sales processes, low conversion rates
➡️ Clients object your prices.
➡️ You don't get enough or get poor quality leads
➡️ People are leaving your product.

Into a strong positioning strategy, where you will be able to leverage your newly found position to:
💥 Get more high-quality leads at a lower cost
💥 Convert more leads into clients
💥 Charge more
💥 Increase your product's lifetime value
💥 Grow sustainably!

Send me an email to grow@apersolja.com and let's nail your positioning.

That's a wrap for the unlockit conference. Listened to some good keynotes, spoke to a lot of inspiring people. Here are the highlights...

1️⃣ "If you are constantly running, it's difficult to try new things."
- Ravish Agrawal, growth at Gamma

Innovation is important. If you are constantly "on the go", you'll miss the 10x opportunity around the corner. 

2️⃣ "If I say something smart, but you don't have the context / knowledge to "get it", it won't mean anything to you. 
- Nina Lalić, BriefAgency

Goes back to your customers and meeting them where they are. If you don't, they won't get it. (If a customer's house is on fire, they don't care about the car running low on gas). You can have the best product in the world. It will fail. 

3️⃣ "What do we need to stop so we can create space ro learn and innovate?"
- Daan De Wever, Dstny

Connects to the first point. Just had a good chat with Alex, our CEO at Aimfox this morning. We both want to limit the amount of Zoom calls and hands on projects keeping us away from actually moving the needle. 

Thanks to Marija, Sofija, for supporting my introverted self during the conference 😅

// signing off for the weekend

Fractional Growth (CMO/CGO) | Growing Aimfox | 🏂 Fan of snowboarding, motorsports & rock concerts.

Sometimes I love my job. 

Last week at the unlockit conference a CMO came to me and said 'it's impressive what you are doing with Aimfox in the past few months'.

Being at the top - having a CMO / CGO role - is amazing, especially when it's going well, because you get all these people complimenting your work, when in reality, most of the work is being done by your teams.

Aimfox's growth isn't about me. 

Aimfox growth is Alex, our founder, who is making all the right moves and who I learn from on a daily basis.

It's our CTO, Nikola, who is leading the product side of things. 

It's our wonderful client-facing team in Ksenija, Tamara, Marija who are turning prospects into relationships into clients.

It's the designers, and developers, and a lot more people who are doing their jobs so we keep moving forward.

But I get to take most of the credit, so that's why I love my job :)

Who's crushing it with their teams lately?

I'm heading to the unlockit conference in Belgrade. Let's meet?

This week I'm putting high-intensity work on stearoids. 

First, doing a positioning workshop with our team at Aimfox. We have some strategic stuff to figure out, typically best done in person. 

Then heading over to UnlockIt conference where it's going to be all about growth. 

If you are around, I do have a couple of meeting slots left. Would love to meet with Founders, CEOs, Growth people in the SaaS industry.

And if you know someone that's going, do send them this post. I'll appreciate the intro :)

I'm speaking at the Post Hustle Summit on February 28. Here's what we'll be talking about: 

Most founders think they have a traffic problem.

You don't.

You have a clarity problem.

I work with a SaaS company that went from $200K to $1.5M ARR in 3 months. 

What made the difference? Not spending more on ads, or hire more people into the sales team.

We fixed the narrative and build the funnel around it.

The conversion rate went from 0.35% to 2.14% for a website visitor to a paying user. That's a 7x lift. 

Here's what I see constantly: Founders building amazing products that nobody understands. They're confused why worse products are winning. They think they need to "market better" or "get more traffic."

But the market doesn't buy the best product. They buy the one they understand.

At the Post Hustle Summit, I'm sharing the 3-Step Positioning Framework:
→ Specific - Stop selling to "everyone." Define the segment. 
→ Clear - Remove the jargon. If they have to think, you lose. 
→ Resonant - Does it hit the nerve?

Then we'll do the "Above the Fold" Audit live. You'll open your homepage, look at your headline, and figure out if you have a marketing problem or a positioning problem.

(Spoiler: It's usually positioning, cause I'm biased.)

Join us February 28: https://lnkd.in/d78_Awik

I love that Dipalie Mehta, Zach Hammer, Anita Cavrag will be there 👏

Google and Meta are lying to you. 

The reality is that advertising today is a black box, much like the AI one. 

You are feeding money into Google, Meta, you get back users. What happens in between? Who knows. 

The reality is that iOS doesn't provide click data anymore, gdpr is blocking tracking in Europe, cookie blockers do the rest. 

So Google, Meta are actually collecting data from about 30% of the actual conversions, says Yann A. Skaalen, founder of Digtective. 

So they run on 30% of data. If that sample is big enough (if you are an enterprise compamy), you are probably ok.

But in $10M scaleups? The 30% simply isn't enough, so Google, Meta are working based on bad data. And with advertising... What you put in is what you get out. Put in 💩, yourl get out poo. 

How to solve that? 

The entire episode is out now on 1 Message Away

Paid channels are getting more and more saturated = expensive. We used to pay $4.17 for a paying user. 

That was years ago. 

Average is now closer to $80. 


Here is how to keep CAC down:

- Get clients on calls
- Figure out their priorities. 
- Turn that into ad messages.

// Test & iterate.

Focusing on positioning helped a startup I co-founded lower CAC by 52%. Imagine what you can do if you could easily predict that your growth would double over the next three months. It sounds incredible, but that’s exactly what happened to my startup.

Try and answer…

👉 What are 3 things that your clients are doing before going to bed? 

If you can answer that with high enough certainty, you probably can lower CAC by using that knowledge in your ad messages.

During my longest fractional CMO tenure, there was 1 topic that always popped into our meetings: 

How many new leads are we generating this month?

Yet through analysis we found that sales had more MQLs to deal with than they could handle (while keeping the quality up).

This might be controversial, but… in most companies… Generating leads isn’t the problem.

When doing audits in companies, we typically find leads that got lost in the process. ($400k worth of them in with the last client). 

And they got lost in the process because the company had clear KPIs for acquisition. But once a prospect was in the pipeline? That’s where the lines between marketing and sales got blurry. And despite ownership was clearly defined, the clients weren’t pushed further in the pipeline.

Where is your bucket leaking?

What's preventing you from forecasting your sales?

A healthy funnel / user journey is the first step  in your growth going on 🔥

At my last fractional CMO tenure, we went from 0% to 37% conversion rate in the PLG funnel. Delivered Accenture, ERM, Bridgestone as leads. 

With Aimfox, the first thing I did was to collaborate with product to redesign the funnel. Went from 0.35% to 2.14% website visitor to paying user. 

7X the conversion rate. 
7X the revenue. 
Want to scale? 

Fix that funnel.

Send to founders that need to hear this or save for later.

Oto Brglez is a seasoned software engineer, manager, and architect with 20+ years of experience in modern front-end and back-end development. He's a prominent figure in the Slovenian tech community, delivering high-quality software solutions and staying up-to-date with the latest industry trends. Oto is an excellent communicator, team player, and mentor with a passion for technology. He hosts the Ogrodje podcast, sharing his insights and expertise. If you need a top-performing software professional to build your team and deliver outstanding results, Oto Brglez is your ideal candidate.

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