"unless you build X, I can't close the deal"
There are things where this is true, compliance, SSO, enterprise integrations.
But most of the time this signals the product has no USP and it also signals that you should get rid of your sales staff.
There are things where this is true, compliance, SSO, enterprise integrations.
But most of the time this signals the product has no USP and it also signals that you should get rid of your sales staff.
Instead of working on their USP too many startups through everything at the wall and see what sticks, b/c they don't know why their customers buy or should buy their product.
Similiar, but not the same, is vision driven product development vs. checklist driven development.