Lightfield co-founder and CEO Keith Peiris on how they got 10 startups to use a product they didn't ask for: "First, we built a go-to-market assistant. We got people to like it, and then we couldn't get anyone to pay for it... We had all of these AEs using it every day, but we had no pricing power because it wasn't our data." "We decided to shrink the team, start from scratch, and reimagine the CRM from first principles." "We built in the dark for about four months. Then we needed to find people to use our CRM, and it turns out no one wants to use your four-month-old CRM." "We looked at the only asset we had left, which was this giant office space we couldn't get rid of. We were like, 'I'm going to post on X and LinkedIn: You can sit in our office space if you use our CRM.'" "We found 10 startups to come use the product... they were in it every day. They were mad about everything missing. They were mad about how slow it was, but they were in it every day, and they were giving us Slack feedback about it every two hours." "We have this barely working, barely finished product that people are in all the time, where they care about it so much they're going to give us feedback about it on an hourly basis." @keithpeiris @joeschmidtiv @arampell