A finder’s fee pays once, so it’s worth chasing almost any introduction. A recurring override is different — it’s worth building an entire platform for, which means the niche has to be big enough and open enough to justify it. Here’s the test we run before we build anything.
1. Fragmented
Thousands of small, independent operators — not a handful of consolidated players. Fragmentation is exactly what leaves room for a new platform to come in and unify the field.
2. Solopreneurs
Owner-operators who run the business and feel every tool decision personally. They adopt quickly because there’s no committee sitting between the pitch and the purchase.
3. No dominant national brand
If one organization already serves the whole guild, the field is taken. The opportunity lives in communities nobody has organized yet — where the platform can become the thing they rally around.
4. A genuine, unmet need
Something the guild actually wants and will pay for monthly — not a nice-to-have. Recurring revenue only recurs if the value does.
You don’t need a hundred niches. You need one that passes all four — and the introduction only you can make.