Moving from Slow Sales to faster, is this the right move?

Pivoting from Slow Sales to Faster Wins – Right Move or Risky Bet? We started by selling compliance AI software to fintechs, banks, and collection agencies. The problem? Enterprise sales cycles were painfully slow. Deals dragged on for months, budgets were tight, and getting a “yes” was a grind.

Then, a commercial lender friend shared a problem: They had $300K in unpaid loans but couldn’t find a collection agency to take them on because most only work with $1M+ accounts. That got us thinking—how many businesses are quietly writing off debts because traditional recovery solutions don’t fit?

So, we built an AI-driven accounts receivable platform that automates recovery. Instead of targeting banks or collection agencies, we started working directly with SMBs, SaaS companies, and commercial lenders—businesses that need to recover past-due invoices but lack the tools.

What’s working: Faster sales cycles – Decision-makers move quickly, and the value is clear. Decent close rates – Businesses get immediate ROI, making conversion easier. Real traction – Companies are adopting it, and it’s working.

What’s challenging: Top-of-funnel struggles – Our ideal customer profile (ICP) is broad, making outreach inefficient. Market positioning – Should we niche down aggressively or let the market guide us?

For those who’ve built B2B AI automation or SaaS businesses, how did you approach this?

Did you narrow down early, or let traction dictate your focus? What’s the best way to refine ICP when your product serves multiple industries? Would love to hear thoughts from founders who’ve made similar pivots!