Our early customers were the ones we converted from the beta. So the question becomes—how did we get our first beta customers? We reached out first to our network and hustled from there. We did a lot of demos and got tons of ‘nos’ or worse, ‘maybes’. But then we convinced a first one, and then a second, and the product improved, the referrals started to come in and it got much easier.
Pitch wise, we focused mainly on the speed. We spoke a lot more about the typo-tolerance than we do today, and one thing that really hasn’t changed at all: we demoed a lot!!! Actually, today, we still (nearly) never use slides in our sales pitches (well, we maybe should sometimes!)