> Figure out who you are selling to and what > problem you're solving for them BEFORE you build something Prototypes. Powerpoints. Smoke and mirrors. Demos. D

> Figure out who you are selling to and what > problem you're solving for them BEFORE you build something Prototypes. Powerpoints. Smoke and mirrors. Demos. Don't build a thing until you have a buyer. A buyer usually is equally happy buying software or watching a powerpoint and buying software that will be delivered in a few months. Having a customer who has money waiting makes all the other things simpler. Need to rent an office? Tell them you have customers but no money at the moment. They'll figure out a way to get you into that office. Etc.etc.etc.