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How do I position a B2B SAAS offering in this market?

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Ernie McCracken

New Contributor
Sep 2, 2017
Seattle, WA
I currently work in an industry where most jobs require specialized licenses. For a number of reasons, some of these employees are in extremely short supply with no relief in sight. This problem is going to get worse as licenses are artificially restricted. The current market offers 2 options:

1) Post an internal job req and wait/pray for months
2) Contract with a recruiting agency and pay $15k-$20k+ for each employee, still wait/pray for months

I want to provide ongoing (cold) lead gen services via my software, but not sure if I should cater to the employers (few, but large) themselves or recruiters (many, but small) who act as middlemen. I'm leaning toward the former because I don't want 50 agencies spamming the crap out of my cold leads. Thoughts?

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