[macklemoreshair]

this is a great question. i’ve talked to quite a few people about this, and having some reference customers is super valuable. easy ways are to make a hypothesis about who at what type of company would really need your software, and then use LinkedIn, cold calls, emails, referrals to get through to them.

it is definitely important to go through this process, just because this is defining the market and gets you to a repeatable model of acquiring customers.