We've been in the exact same position too! Now we're at a stage where we do have a repeatable (hopefully highly scalable) sales model, with a seasoned sales gu

We've been in the exact same position too! Now we're at a stage where we do have a repeatable (hopefully highly scalable) sales model, with a seasoned sales guy making sales happen. But some folks in the company are still on the "customer validation/development" mode :) So not out of the woods yet!