Mark Organ

You're an expert in whatever it is that you do.

And so if you think of yourself more like a services company, because now it doesn't really matter what VCs think.

What really matters is getting to cash flow positive and getting profitable.

There's lots of opportunities to deliver services.

Actually, pretty high margins.

You know, $200 an hour plus.

I think that's it.

And even doing services.

So, I mean, I went as far as doing services where I've not even sold my product yet.

So, for example, there are a number of, you know, today most companies do needs analysis for free.

Hey, I'm a sales rep.

I call you up and say, let me understand more about your needs and I'll give you a proposal and whatnot.

But that's a service that you're rendering.

You're rendering needs analysis service.

You're delivering a proposal service.

You're just not charging for it.

Especially if you're really focused on a target market that you understand better than anybody else.

If you're the expert, you can actually charge someone $10,000 to understand their needs in great detail and give them a proposal that they can then use to – they can hire you and your software or they can go to your competitor.

But most likely they're going to go to you.

Um,