284 Adam Coughlin - Story First, Scale Second: Why Messaging Wins Markets

In this episode of SaaS Fuel, host Jeff Mains sits down with Adam Coughlin — Co-Founder, CMO, and Managing Partner at York IE — to explore how SaaS founders can craft powerful messaging, align teams, and build scalable go-to-market strategies that don’t rely on buzzwords or bloated org charts.

From the power of customer funding and finding your minimum viable audience to avoiding messaging mistakes that kill momentum, Adam shares a blueprint for creating story-driven marketing that actually works. Whether you're an early-stage founder or scaling to Series B and beyond, this episode will change the way you think about go-to-market.

Key Takeaways

00:00 - Intro: Customer-funded growth and audience-first strategy

01:11 - Why company culture is your hidden growth lever

02:20 - Messaging isn’t enough — storytelling that resonates

04:10 - Meet Adam Kaplan from York IE

08:44 - Why founders default to jargon (and how to fix it)

13:02 - Building a message that drives GTM, sales, and fundraising

16:20 - Defining your Minimum Viable Audience

20:08 - Bootstrapping and customer funding as strategic growth

22:11 - The most common go-to-market mistake

24:35 - What to do before you build a sales team

28:03 - Adam’s book pick: Small Fish Big Pond

29:01 - Content that supports both SEO and sales

34:04 - The power of message consistency across platforms

37:41 - Leveraging founder brand without vanity

43:02 - Staying grounded as a founder in chaotic markets

45:03 - Why marketing is not just a department

Tweetable Quotes

“A confused mind doesn’t buy. Messaging must be simple, clear, and consistent.” – Adam Coughlin

“Your story isn’t just for marketing — it’s how you align your team and scale your vision.” – Adam Coughlin

“Customer-funded growth gives you optionality later — without giving up control early.” – Jeff Mains

“Founders need to stop mimicking competitors and start telling their own story.” – Adam Coughlin

“If your LinkedIn, blog, and sales team all sound different — you’ve already lost.” – Jeff Mains

“Marketing isn’t a department. It’s a strategic engine that drives every other function.” – Adam Coughlin

SaaS Leadership Lessons

Start with your audience, not your product.

A clear understanding of your minimum viable audience is more powerful than shouting into the void.

Messaging is a team sport.

If every team member tells a different story, you confuse the market — and confused minds don’t buy.

Ditch the jargon.

Founders often invent new language, but if prospects don’t understand it, you lose them.

Customer funding beats investor pressure.

Bootstrap when you can — early traction through real customers unlocks smarter long-term growth.

Story drives go-to-market alignment.

A consistent story across sales, marketing, and fundraising is your secret weapon in crowded markets.

Your founder brand matters — if used right.

Done well, it builds trust and community. Done poorly, it becomes a vanity distraction.

Guest Resources

Email - [e-mail]

Website - http://york.ie/

Linkedin - https://www.linkedin.com/in/adamcoughlin/

Episode Sponsor

Small Fish, Big Pond –