…ke [almost] everything in business, the demo is an act of persuasion. It’s not about the features — it’s never, ever about the features, even when it is. Your natural inclinations to demonstrate features X, Y and Z can actually harm the sales cycle.
“Making a major horizontal product that’s useful in any walk of life is almost impossible to pull off. You can’t charge very much, because you’re competing with other horizontal products that can amortize their development costs across a huge number of users. It’s high risk, high reward.”