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I am not a salesperson, so take this with a pinch of salt but I would imagine: The need exists, you've got the right target, it's useful and effective, it's a huge market, you pitch it right, the timing is perfect BUT not all the decision makers are on board. E.g. manager wants to buy it, compliance is not keen. The need exists, you've got the right target, it's useful, BUT this isn't a pressing enough problem. They have bigger problems, and those problems are worth spending their precious hours going through a procurement and evaluation process. So even if your product is free they won't use it. They wont even bother to decide if it is suitable. E.g. do you want to meet me to evaluate my free "tennis ball fetcher from your neighbours garden". The need exists, you've got the right target, it's useful, BUT they are not used to paying for such a solution. An example might be a JS framework, like a React competitor. I think the last 2 are problems for a MVP level thing where you are trying to work out if there is a market, rather than an established sales force. |