Why Customers Overlook Your Startup (Even When You’re Doing the Right Stuff)

For most startups though, the problem is that they don't know their customers, have an imaginary idea of what customers might need and create a product based on guesses.

Customer development (or other methods such as compiling/filtering data from forums/blogs) helps with figuring those and create powerful value propositions.

I would have liked to see what you could have done with their messaging tho, if only to show the thought process behind it.