Business & LegalCharge the firm that already keeps the file
Turning Romanian bureaucracy into questions, plans, and a vault you can reuse
ACTE123 had 63 users and none paid. The room's preferred customer was not "everyone who hates bureaucracy." It was the registration firm, the kindergarten, the administrator, or another office that already collects documents and cares when a file is wrong. Those buyers define their own procedures. They can import an existing procedure with a model and spend less time building. The consumer vault can stay free while the organization pays for the workflow. Roviniete.ro turning over 69 million lei proves paperwork budgets exist. It does not prove a consumer will pay for Plus. Price the person who fails an inspection when the folder is incomplete.
Related advice
Andrei GudiuDo not sell ten products as one homepage
The room looked at ACTE123's vault, org SOP builder, shareable profiles, marketplace, swipe mode, counter chatbot, PDF mapper, and civic traffic goal, and heard several companies sharing a compiler. That compiler is an asset. The homepage is not allowed to list every asset. A buyer cannot tell whether they are paying for storage, for a kindergarten enrollment sheet, or for a movement to simplify the state. Split the pitch until one job is left, usually the org that already runs a procedure, and let the other jobs become modules once someone has paid. If you need a breath to explain what you sell, you are not selling yet. You are touring the architecture.
Andrei GudiuEncode the counter as procedure plus scenario, not as a blog post
Andrei did not start from a CMS article about "how to register a car." He started from a physical board that already grouped cases, then noticed that nine to fourteen requirements collapsed to seven shared ones. That observation produced a compiler. A procedure plus a scenario creates a versioned JSON plan of questions, steps, fees, and documents. Each requirement records whether the user needs a copy, an original, or a legalized copy. A blog post goes stale when the counter reprints the board. A recipe can be cloned, versioned, and asked a new question. If you are digitizing a bureaucracy, model the counter's own categories before you write marketing copy. The panel is the schema. The article is the residue.
Andrei GudiuClone the ninety percent that is already the same
Andrei's builder treats transfer-of-registration and first-registration as cousins, not as two products. He clones the shared questions, steps, and fees, then overrides the labels and the required flags that actually differ, parents' IDs at kindergarten, motorcycle plates at 22 lei versus car plates at 56. That is cheaper than maintaining two trees that drift, and it is more honest than a single checklist that lies to half the room. The rule for any procedure product is to find the seven common requirements before you design the fourteenth unique one. Clone first. Override second. If a change to a question does not propagate, you do not have a system. You have a pile of copies.
Andrei GudiuAsk the question that prevents the wasted trip
The Dumbrăvița contract taught Andrei a cheaper product rule than another page of explanation. The town hall stamped a machine translation. The next counter wanted an authorized translation and the English original. The missing question was not "what is a translation." It was "did you already get this stamped," because that answer changes the bag you take tomorrow. Bureaucracy products fail by listing every document in the universe. They work by asking the fork that would have sent you home. If your checklist cannot change after a yes, it is a brochure. Put the expensive mistake, the fourth visit, the rejected copy, into a single required question and let the plan rewrite itself.
Extracted from
Indie TM #15: Pick a Customer Before Another Feature