The most painful lesson I've learnt chasing PMF 🥲 I spent 4 years mastering Zero-Knowledge cryptography. Then I tried to sell it. Nobody cared. I knew "solution looking for a problem" is wrong. Everyone knows it. But I thought MY case was different because it's not just some technology, it's the most awesome technology in the world. It wasn't different. So I dropped the solution and started doing discovery interviews with CISOs. What I learned: 1. No one wants to hear about encoding execution traces into polynomials. I had to invent a story about a cat in a room to explain how it works. 2. Cold outreach CISOs were brutally honest. Warm intro CISOs were polite. Brutal honesty wins. 3. LinkedIn is actually useful (I know, I'm surprised too) 4. The most popular CISO name is Michael. If you're a technical founder in love with your technology, the market doesn't care. Surprize 🍩