[ezrider4428]

AMEN! Why do you think infomercials continue to run...THEY SELL A SHITLOAD OF PRODUCT! Think about the Magic Bullet...biggest peice of shit ever....EVER...a 4-year old with a spoon can do a better job BUT they connect with you on a very specific level. they make a connection, they show YOU how YOU can do exactly what YOU always wanted to do with their product. Did you see how many different things Joe showed you how to do with just a peeler? Even if 10 of the 11 things he showed you dont apply to you, you are willing to pay $5 for a $0.10 peeler to save you a minute of your time once every 4 weeks.

That is why customer development is so important. You need to understand what your customer does and show them that you can make that part of their life easier. For enterprise software its the same, prove to a company that you can actually reduce or eliminate a pain point and BOOYA you have a sale and once you have sales, you get press when you get press you get more sales and the cycle continues until you exit gracefully.