5 Go-to-Market Lessons from Clockwork’s Journey to Reinvent Financial Planning
Building enterprise software is hard. Building it in a hot market flooded with well-funded competitors is even harder. In a recent episode of Category Visionaries, Clockwork founder Fady Hawatmeh shared crucial lessons from his journey from bootstrapped founder to category creator in the financial planning space.
- Domain Expertise Trumps Funding
While competitors rushed to market with venture backing, Fady spent four years bootstrapping Clockwork, testing every competitor solution personally. This deep immersion revealed a crucial insight: existing tools weren’t built by people who understood the problem firsthand.
“I tried every single tool in the market… I was a paying user for the majority of them,” Fady explains. “You can tell they weren’t built by CFOs.” This experience became Clockwork’s competitive moat: “I know companies that are between one and 25 million in revenue. I know what they are going through… if you raise $100 million, you cannot repeat that.”
- Focus on Real Problems, Not Market Noise
In a hot market, it’s easy to get distracted by competitor moves and funding announcements. Fady’s solution? “F the noise,” he says, quoting his advisor. “There’s always going to be money. There’s always going to be more well-funded companies… But what they can’t replicate is the focus of what we know.”
This isn’t just motivational speak – it’s a daily practice. “It is a daily challenge that every single morning I wake up and I have to be very present on that day and not thinking of all the other stuff that are trying to knock me off my game.”
- Listen to Users, But Trust Your Experience
Early product development taught Fady a valuable lesson about user feedback. After users said they wanted automation, he spent six months building it. The response? “Well, I need to be able to customize this and customize this.”
This experience shaped his approach to product development: “Trust your feedback, but also trust what you know and trust what you see and always push forward. Why are they giving you that piece of feedback?”
- Make Genuine Problem-Solving Your Sales Strategy
Rather than focusing on short-term metrics, Clockwork built its go-to-market strategy around authentic problem-solving. “When we get on calls, I love doing sales calls because I get to talk to people and hear their perspective and hear the struggles that they’re going with and legitimately help them fix their problems,” Fady shares.
This approach extends beyond initial sales: “We do what’s best for our users, what’s best for our prospects, every step of the way, whether you sign up with us or not. If we can help you, we will help you.”
- Break Big Visions into Daily Wins
While Clockwork aims to become “the workday type platform for every company that makes less than $100 million in revenue,” Fady keeps his team focused on immediate execution: “Win the day. That’s one of my mantras with my team… Because if you win the day, then you win the week. You win the week, you win the month, then you win the year.”
This strategy enabled Clockwork to achieve 5x revenue growth in their first full year, while staying true to their mission of making “financial planning and analysis accessible for every business.”
The broader lesson for founders? In hot markets, sustainable growth comes from leveraging your unique insights and focusing on genuine customer value, not just raising more money or moving faster than competitors. As Fady’s journey shows, sometimes the best way to disrupt a category is to understand it deeply enough to reinvent it entirely.
Twitter
facebook
linkedin