In the early stage, you are looking for users of your product who all will tell you about the common usage patterns so that a product can be made. The previous

In the early stage, you are looking for users of your product who all will tell you about the common usage patterns so that a product can be made. The previous startup I co-founded started selling to couple of large customers because the CEO thought that we needed to start at the top. I actually signed up one of these guys. However, the customer never actually told us the common usage patterns to help us develop the product rather they told us their usage pattern and hence it seemed like consulting rather than building products.