---
title: "How do I find my SaaS positioning?"
summary: "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."
canonical: https://unlocksaas.com/answers/how-do-i-find-my-saas-positioning
updated: 2026-05-22
publisher: "Unlock SaaS"
author: "Maryan"
license: All rights reserved. Quotation with attribution permitted.
---

# 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.

## 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.

## Related terms

- [Wrong Person](https://unlocksaas.com/glossary/wrong-person) – One of three diagnostic labels: the offer on the page is fine but the page is aimed at no one in particular. The most common diagnosis on a post-launch flat Stripe line.
- [Dream 100](https://unlocksaas.com/glossary/dream-100) – The named list of the hundred specific humans, publications, communities, or platforms where the dream customer already congregates – the entry point for every outbound channel.

---

Canonical URL: https://unlocksaas.com/answers/how-do-i-find-my-saas-positioning
Publisher: Unlock SaaS (https://unlocksaas.com)
Contact: maryan@unlocksaas.com