@joanathanlmc: We did $100k in revenue after realizing that our customers hate software. Our first product was an AI accounting tool f…

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Summary

A founder recounts pivoting from an AI accounting tool to an outsourced AI-powered accounting service, achieving $100k in revenue by focusing on selling outcomes rather than software features.

We did $100k in revenue after realizing that our customers hate software. Our first product was an AI accounting tool for CFOs. I did 35 sales calls and got $0. So we switched to being a service. The pitch became: "We're an outsourced accounting firm that's faster/cheaper with AI" Then our calls started to convert. As founders, we naturally obsess over features and tech because that’s what we do. But REAL customers don't care. They only want their problem solved (bonus points if they don't have to use the tool) in a fast, simple way. Just sell the outcome.
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We did $100k in revenue after realizing that our customers hate software.

Our first product was an AI accounting tool for CFOs. I did 35 sales calls and got $0.

So we switched to being a service.

The pitch became: “We’re an outsourced accounting firm that’s faster/cheaper with AI”

Then our calls started to convert.

As founders, we naturally obsess over features and tech because that’s what we do.

But REAL customers don’t care. They only want their problem solved (bonus points if they don’t have to use the tool) in a fast, simple way.

Just sell the outcome.

Y Combinator (@ycombinator): AI-Native Service Companies @gustaf

The total spend on services is many times larger than the spend on software, and a lot of those services are already outsourced, which makes them easier to replace with an AI-native product.

We’re excited about companies that don’t sell a

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