“That's a good question. Our prototype wasn't the most exhaustive platform, but it at least visually told the story. We would spend usually the first 15 or 20 minutes asking discovery questions to them about what's working and what's not working about their existing system and set the stage for the pain because we felt confident that if the problem was there, there was enough substance in our ideas that we could solve it over time. But we wanted to validate that this was really a problem and that there was going to be demand for us to go after this large market at the time where the incumbents were entrenched. We were looking for pain.”