Focus matters more when building SaaS than when running a consulting businesS

Investor

10 Jan 2026 — 1 min read

We turned Mintra from a consulting-led business into a global SaaS company. This is what we learned.

Focus matters more when building SaaS than when running a consulting business.

Consulting rewards breadth. SaaS punishes it.

In consulting, saying yes often makes sense. New clients, new use cases, new adaptations — all generate revenue. Custom work is a feature, not a bug.

In SaaS, the same behavior is toxic.

Every exception becomes code.
Every special case becomes complexity.
Every “small tweak for a big customer” slows everyone else down.

SaaS only scales when focus is ruthless:

A narrow ICP
A clear, repeatable problem
One product, one core value proposition
One go-to-market motion

What feels like flexibility in consulting becomes technical debt in SaaS.

What feels like customer centricity becomes product fragmentation.

That’s why focus is not a nice-to-have in SaaS.It’s the business model.

The companies that win are not the ones that say yes the most —but the ones that say no early, often, and consistently.

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The network effect is one of the most underrated growth engines in any SaaS company

Lagging vs. leading KPIs in SaaS — and when to use them

What a SaaS company must have in place before due diligence

Leading sales is about people — Including when it’s time to let go