[tudorw]

This is common here too, perhaps everyone, money is hard to come by :) However, this is not insurmountable, remember, you are looking for a small number of VERY satisfied customers, let's look at how the bigger companies address this inertia; A free trial period, with enough proprietary lock in aspects that's it's non-trivial to migrate. A free tier with tight limits that means you rapidly need to decide whether it's worth paying for, therefore your service ends up with committed customers and doesn't burn too much cash supporting unpaid use. Discounts for signing up, money back guarantees that are just enough hassle to enact that 80%+ won't file. If your market is real, as in you've got 10 people who agree that if your product delivers what you promise they would pay X for it then keep going, in my experience the step from zero to 10 gets a lot of the hard work done, you can exit that stage with a clear plan including expectations and commitments that if completed correctly give you the best shot at success.