Key take-away from learning a prospect has already developed a competitive version of your system: "I left Silicon Graphics feelings discouraged. But on the dr

Key take-away from learning a prospect has already developed a competitive version of your system: "I left Silicon Graphics feelings discouraged. But on the drive back to E.piphany a few things hit me. o A credible customer told me that we had hit on a high-value problem o They couldn’t find commercial software to solve this problem. o It was an important enough problem that they invested effort to write their own software. o It had been deployed inside their company and there were real world users o I could now point potential investors and visionary customers to the widespread use of the product inside SGI as a proxy for our product The more I thought about it, the better I felt. This was a validation of our ideas not a negation."