The main problem is that as software engineers we start with product first and figure out distribution later once we built it. In order to build successful products you need to have an insight into the distribution to win customers, so it makes sense to figure out customer acquisition plan in advance.
I hate it when we repeat this like it’s true. No, you really do need to have the product built if you’re not selling to a very, very small handful of high-touch customers from the get-go.
That’s right, the product is required in some cases. The plan on how to build relationships with customers is required in all cases. It’s even better if those relationships already exist.
