[mdorazio]

Exactly my thought on this as well. This line was particularly telling:

> But for the past three years, we've struggled to find the right problem to solve and gain even a small traction.

So why was this time (another CRM) the right problem? Is the team actually leveraging industry experience and unique skills in this new pivot? Looks like no, they just found the combination that YC likes. And this:

> If your users don’t pay for your B2B product, you don’t have a product –– yet.

Do you really need YC judges to tell you this? Reading Lean Startup and maybe The Mom Test should be basically mandatory for would-be founders at this point, right?

Regardless, good writeup here with some helpful advice to younger founders who want to know what YC actually values in its judging criteria for batches.