Marketing strategy

Our two biggest customers both came from people we already knew. I don't think that's a strategy.

We have 260 seats signed across two companies — both real estate, both through direct relationships. Great for revenue, useless as a repeatable channel. Nothing about it tells me whether a stranger will buy this.

That's the whole reason we launched here: the first honest test of whether the product sells without a warm introduction.

So — for the B2B founders: what was the first channel that actually worked for you outside your network? And how long did it take before you could tell the difference between a real channel and a fluke?