[ixmatus]

This is a case of "priming" the consumer, in some cases you don't need to prime them but those low-hanging fruit are rarely not served already and it's usually juicier and only slightly more time consuming to drive your nail in that "middle somewhere" spot that some businesses get lazy about addressing.

So, for myself as a generalization, I'm writing it down as prime your target with something accessible (free knowledge, free feature-set, etc...) and engage them early in the funnel so you can iterate the lead-gen and the resulting product early.