Similar indeed, though I'd hope to bump into someone that is willing/able to sell it to their direct environment. Doing a free build/first customer deal seems too risky to me indeed (over-optimizing on what this single person needs). I suspect "premise 2" has to do with this.

I'm interested in hearing a bit more about your experience if you have some time. What kind of projects have you done so far? Nothing that ended up moving the needle a little? Even after further marketing/promotional efforts?