Your Most Profitable Niche

Here's a framework for finding your most profitable niche in your existing customer base:

1. 1. The numbers work: they're easy to keep, have high average revenue, short sales cycles, and high levels of satisfaction

1. 2. There's good mojo: both sales and customer success enjoys working with them, and you like them, too

2. 3. There's a large addressable market: the more buyers to target, the better

3. Because who wouldn't like to fill their business with profitable customers? :)

Frequently Asked Questions

What does "the numbers work" mean as the first criterion in this framework?

Customers that are easy to retain, generate high average revenue, close through short sales cycles, and report high satisfaction levels, all measurable signals of a strong, profitable fit.

What does "good mojo" refer to as the second criterion?

Whether both sales and customer success genuinely enjoy working with that customer segment, and whether the broader team likes them too, a qualitative signal that complements the hard numbers.

Why does market size matter as the third criterion?

Because even a segment with great numbers and good mojo needs enough total addressable buyers to justify building a larger strategy around it. More buyers to target means more room for that niche to actually scale.

Why look at the existing customer base first to find this profitable niche, rather than researching new markets?

Because real, existing patterns already reveal where genuine strength and fit exist, avoiding the guesswork of trying to identify a promising niche from outside data alone.

What's the overall goal of applying this three-part framework?

Filling the business with more profitable customers by identifying the specific niche that already checks all three boxes, strong numbers, good mojo, and a large enough addressable market to matter.