The first thing for us was having a big vision (it's important to actually do something that matters) but NOT talking about it.

We are continuously scaling our product back, to the simplest possible offering, so that we don't have to explain much before they become customers.

Putting most of the education after the sale stretches out the education process and takes most of the pressure out of it. That way, we can ladder the understanding of the big vision based on the use of the product. When there are decent analytics of who is doing what, it makes it easier for us to differentiate between which customers need support / education and which are doing fine on their own.

It's a constant refinement process : )

The first thing for us was having a big vision (it's important to actually do something that matters) but NOT talking about it.

We are continuously scaling our product back, to the simplest possible offering, so that we don't have to explain much before they become customers.

Putting most of the education after the sale stretches out the education process and takes most of the pressure out of it. That way, we can ladder the understanding of the big vision based on the use of the product. When there are decent analytics of who is doing what, it makes it easier for us to differentiate between which customers need support / education and which are doing fine on their own.

It's a constant refinement process : )