Answer
How do I find my SaaS positioning?
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Answer key facts
- Question
- How do I find my SaaS positioning?
- Direct answer
- Find positioning by running 10 to 20 customer interviews, identifying the specific job-to-be-done your product solves uniquely, then naming exactly one cohort and one outcome on the homepage. April Dunford's Obviously Awesome framework is the field standard: list alternatives, list unique attributes, derive enablers, map to market category, name the cohort. Positioning isn't a tagline – it's a market position.
- Category
- positioning
- Last verified
- May 22, 2026
Direct answer
Direct answer
As of , the answer is: Find positioning by running 10 to 20 customer interviews, identifying the specific job-to-be-done your product solves uniquely, then naming exactly one cohort and one outcome on the homepage. April Dunford's Obviously Awesome framework is the field standard: list alternatives, list unique attributes, derive enablers, map to market category, name the cohort. Positioning isn't a tagline – it's a market position.
People also ask
How do I find my SaaS positioning?
Find positioning by running 10 to 20 customer interviews, identifying the specific job-to-be-done your product solves uniquely, then naming exactly one cohort and one outcome on the homepage. April Dunford's Obviously Awesome framework is the field standard: list alternatives, list unique attributes, derive enablers, map to market category, name the cohort. Positioning isn't a tagline – it's a market position.
What's the nuance?
The right cohort is specific enough that the cohort recognizes themselves on the homepage. 'B2B SaaS founders' is too broad; 'B2B SaaS founders post-launch with under $10K MRR' is specific.
What else should I know?
Positioning often changes after the first 100 customers. The cohort that buys is rarely the cohort the founder imagined at launch. Iterate based on who actually pays.
What's the common mistake here?
Test positioning by reading the homepage to a real cohort member out loud. If they don't immediately say 'that's me, I need that', the positioning isn't there yet.
Supporting points
- The right cohort is specific enough that the cohort recognizes themselves on the homepage. 'B2B SaaS founders' is too broad; 'B2B SaaS founders post-launch with under $10K MRR' is specific.
- Positioning often changes after the first 100 customers. The cohort that buys is rarely the cohort the founder imagined at launch. Iterate based on who actually pays.
- Test positioning by reading the homepage to a real cohort member out loud. If they don't immediately say 'that's me, I need that', the positioning isn't there yet.
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