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You have locked in your core problem statement and validated it with 30 target customers who described the same gap in their own words. You have quantified the impact as hours lost each week to manual work, grounded in what those customers actually do today. You are now documenting your assumptions about why the problem persists, with the intention of gathering direct evidence through outreach.

Your first pilot conversation is live, with a two-part structure covering a paid onboarding fee plus recurring seats across a mid-size operations team. Sentiment across the week's three calls runs strongly positive at roughly 80%, anchored by repeated unprompted interest in the reporting view. The recurring blocker is procurement timing rather than price.