HACKER Q&A
📣 ammaramehdghani

Did your Potential Customers ghost out on you?


Hi,

Seeking your expert opinion on a situation where you built a product after performing market research on 6 potential customers and once you complete the MVP and go back to them for feedback, they love the product but it's very hard to convert them into customers only because they don't have the authority to use the software on their own? Let me tell you it's a B2B SaaS tool for enterprises. They are also reluctant to introduce you to the management. My head spins on such situation. Please share your experiences and advice.

Thank You.

  👤 elmerfud Accepted Answer ✓
And this is the situation when you talk to people about what they need but they're not actually in the power to make any decisions. I'm not sure what your product is but often times asking potential customers about what they want it's not a great way to make a product because people tend to only think in the terms that they already know. The best products are ones that reimagine a situation. The even better products learn from someone else's reimagination and do it better.

So in this situation I would say you wildly misjudged who your customer actually was. Because the people you're talking to aren't your customer and they aren't even potential customers. We can know this fact because they don't have any decision making power and they are also not in a position where they believe they could even recommend a product to their management.

If you believe that you have a viable product that solves a problem in the industry and it is good enough to present to someone you presented to the management directly. The key thing is getting your thing in front of decision makers and having it be something the decision makers can understand. This may mean you need a bit more polish or you may need to collaborate with someone who is better at sales and marketing. That's really your next step if you have something that you believe will solve a problem. Alternatively you could reach out to more technical people who are comfortable bringing this up to their management chain and getting it in front of real decision makers.

👤 talldayo
> Let me tell you it's a B2B SaaS tool for enterprises.

Do you have any security compliance certifications? If you're not at least SOC2-certified, you're not going to get "enterprise" market penetration in the first place.