The people we sell to are time-poor, relationship-rich, and allergic to software that demands setup. They will pay for outcomes and resent paying for tools.
Almost every conversation surfaces the same complaint: they know the work they want is out there, but tracking it while delivering current work is impossible. The pain is real and it is universal in the segment.
A handful of conversations isn't a lot. But when many consecutive conversations end in the same complaint, you stop needing one more to know what to build.