The technical founder's guide to pilots and POCs
A comprehensive resource for technical founders trying to land their early design partners and customers.
Don't start a PLG company (too early)
Why opening your product to the world too early dooms so many technical companies.
The best way to find your first customers is to email them
Sourcing customers directly gives you better feedback and faster cycles than launching to the void.
Don’t price your product until you absolutely have to
Good pricing is about figuring out what your concrete value is to an organization: don't rush it.
Common mistakes with early pilots
Ways that founders tend to mess up their first few pilots, so you can try and get yours right.
You’re going to fail your first pilot, and that’s okay
Don't freak out if your first POC doesn't go as planned – failing is actually good, if you can learn to do it well.
6 Steps To Navigating Enterprise Buying Patterns
What I've seen work with enterprise buyers for technical products, from a talk at Prisma Day 2019.