> I think that this in and of itself was the reason we were rejected. We hadn’t done a whole lot of customer discovery, didn’t have a fleshed out business model, and were banking on the idea that once we got into YC we would take care of all that. We were counting on YC to create our business, not just accelerate it. I believe this showed in our application, and is ultimately what hurt us the most.

I'm learning this now. We've been working this idea over for months so we think we know it. And sure we've talked to customers, but we have not focused on rigorous customer development.

All I can say know is if you are getting started on an idea start with customer development, do it early, do a lot of it and actually learn to get good at it. It's everything when you're talking to investors or customers. It helps define all the fuzzy details of your product and business model. It helps determine distribution, positioning, marketing and yes features.

Do not underestimate this part.