Your First Hundred Customers Are Supposed to Be Wrong

A founder I know spent eight months iterating on her B2B analytics tool because her first thirty customers kept asking for Salesforce integrations. She built them. Polished them. Made them the centerpiece of her sales pitch. Then she talked to the customers she actually wanted, the ones who would pay serious money, and none of them cared about Salesforce. They had different CRMs, different…