Great article and great advice. I do this every single day. Acquire one customer at a time, work with them patiently, learn from our interactions, and continue to build a better product. We acquire new customers through referrals, Google, and traditional sales. A very important part of the sales process is nurturing them through the trial period - get them to paid no matter what. If you aren't doing one on one sales and working with your customers you will never figure out what the "what" is and you will never be able to replicate it with technology.

I know I have 30 days to impress and win a new customer and convert them. The most useful tool that I have to help me with this is intercom.io. Their automated time and event based messaging can interact at key moments when I can't always be there. Any time they need me, I am one click away. It is a fantastic platform.