Aaron Cannon(@AaronLCannon):How do you sell a novel product? When we first started, we were ahead of the market. We had this great product, but couldn't find where it fit. The question was: do we convince people to replace a line item or add Outset as a new one? The answer was to think BIGGER. We realised that before we could get to sales pitches, we first had to educate people on the market It wasn’t that they weren’t educated, but more that we were wheeling out a whole new category of product into existence Once people really got to grips with what Outset was capable of, they then understood how they could use it.

2026.09.29 23:01

How do you sell a novel product? When we first started, we were ahead of the market. We had this great product, but couldn't find where it fit. The question was: do we convince people to replace a line item or add Outset as a new one? The answer was to think BIGGER. We realised that before we could get to sales pitches, we first had to educate people on the market It wasn’t that they weren’t educated, but more that we were wheeling out a whole new category of product into existence Once people really got to grips with what Outset was capable of, they then understood how they could use it.