Closing a deal with a family-run Mexican conglomerate took @0xdirichlet at @sphere_labs over a year of relationship-building. "They might import raw goods from Southeast Asia and then process them here in Mexico and then ultimately ship them out to the United States or to Europe, and each leg within this involves a 30-plus year relationship vouch." "You can bring an incredible product to their face but it's no longer about is this thing 10x better than everything else on market, it's is this thing sufficiently better than what we use today such that even though I'm not a domain expert in this product category I now feel comfortable vouching for this company and for the people that I know at this company to my 30-plus year relationship."