to engage and get feedback, well, we started realizing pretty quick we had to quickly talk to strangers and that's when the real product market fit came in, cause we knew it wasn't a favor, they weren't helping us because they've been our clients for three years. Once that happened, you know this because you're in this business, you had to
netherlands girls whatsapp number understand the difference between a favor and a feature. And so while the core product made sense, we started getting all these customer requests in. And if you are an entrepreneur now listening to this, you might choose to do a favor for a big client but that doesn't mean it's a feature for the masses. And we learned pretty quick, we probably did way too many favors and treated them as features. And it's like, why isn't everyone else using this? And we're like, wait a minute. We didn't truly did our research. We were just doing all these favors to make clients happy. And that was a real learning moment for us, probably about 18 months in that we had to really step back and look for product market fit for the mass, as opposed to kind of favor market fit if you will, for our big clients over here.
NICK: Yeah. No, totally makes sense. And of course when you're just starting out and you're in that position, you want to be overservicing those big clients. But you have to kind of keep them happy while also keeping an eye on the prize and the long term vision.
RICK: Yeah, absolutely.
NICK: Has your sort of target client, your perfect, as we call them the ideal customer profile, has that changed since the beginning?
RICK: Yeah. I think if you look at the kinda the, the ICP for us, it started out in this classic account based marketing piece, right. You get a large client and you go left or right and deep, and it's pick the school of thought, but that's kind of where you go. What we started to realize really within the last three or four years, was that for us to really get a larger TAM, to really be able to go drive it, we had to make sure that our product, which is really kind of a services model was ready for the masses, the 90 to a hundred thousand SBEs that are out there. How do we really scale that? And that's when we made the decision about two years ago to go down a product led approach.
