I wrote about how we did it at Intercom here: https://www.intercom.com/blog/how-intercom-got-our-first-customers/ https://www.intercom.com/blog/how-intercom-got

I wrote about how we did it at Intercom here: https://www.intercom.com/blog/how-intercom-got-our-first-customers/ https://www.intercom.com/blog/how-intercom-got-our-first-cus... In short it was a combination of individual customer outreach our CTO jumped on Skype (yes Skype) to help with installing, I did handholding through onboarding, I ran "webinars" to like 4 people, or less. Everything was just tiny tiny steps.