If you want to sell your product to business, especially mid-sized or large companies, and you want to close the sale this century, make sure that the problem your product is solving is:
- Recognized as a problem
- Something they already have attempted to solve somehow
- Something they already have an approved budget to solve
Sure, you can hope that you can convince them they have a problem they’re just not realizing, you can try to convince them it’s urgent enough that they need to do something, and sure, you can hope that they’ll find the money for it somewhere (take it from profits? or from some other bucket?).
But if you can hit a need that fits the three points above, your life will be so much easier, profitable, and fun.