Joanathan McIntosh(@joanathanlmc):We did $100k in revenue after realizing that our customers hate software. Our first product was an AI accounting tool for CFOs. I did 35 sales calls and got $0. So we switched to being a service. The pitch became: "We're an outsourced accounting firm that's faster/cheaper with AI" Then our calls started to convert. As founders, we naturally obsess over features and tech because that’s what we do. But REAL customers don't care. They only want their problem solved (bonus points if they don't have to use the tool) in a fast, simple way. Just sell the outcome.

2026.08.25 19:00

We did $100k in revenue after realizing that our customers hate software. Our first product was an AI accounting tool for CFOs. I did 35 sales calls and got $0. So we switched to being a service. The pitch became: "We're an outsourced accounting firm that's faster/cheaper with AI" Then our calls started to convert. As founders, we naturally obsess over features and tech because that’s what we do. But REAL customers don't care. They only want their problem solved (bonus points if they don't have to use the tool) in a fast, simple way. Just sell the outcome.

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