[Pick-A-Hill2019]

" But guess what, they had no idea how to use our tool or integrate it within their workflow. And to be honest, nor did we. "

Uhmm, think I spotted their problem right there. If they (as the creators) couldn't figure out how it would fit in to a prospective customers' workflow then that is both an incredibly difficult proposition to sell and also an incredible waste of time for the customers that did decide to try it out. Appologies if someone has already stated that (read the article , skimmed the commments)

[donkeyd]

It doesn't have to be a waste of time. The thing is, you don't need to have all the answers if you just pick a potential customer and work with them. We had this exact same issue and we helped them integrate the product, while also learning about their processes, which helped us sell the product later. This is an investment however, it doesn't make you any money and that customer will probably be a net loss in the short term and you need to accept that.