Business & LegalPick the buyer who has to report every year
Building GlowSpace, 3D spatial underwriting for real estate
GlowSpace aims first at UK universities: hundreds or thousands of buildings each, and compliance and accessibility standards such as HESA they have to keep meeting. A buyer with a standing obligation renews because the obligation renews. Emil puts these contracts, and those with investment funds, in the tens of thousands of euros a year. When you choose a first segment, look for the one whose rulebook already forces them to measure what you measure.
Related advice
Emil IndiricăuShow the 3D model, sell the numbers
GlowSpace can generate a 3D model of a renovated building, and it is the part that gets attention in a demo. What banks and investors pay for is the engine underneath: ROI, execution cost, taxes, and permits for the project. If your product has a visual hook and a calculation, open with the hook and price the calculation. A render is easy to copy. A trusted number is what a lender takes to committee.
Emil IndiricăuPlug into the system the buyer already runs
GlowSpace's institutional clients already manage their buildings in property management software, and they will not move their workflow for a new vendor. So the integration is an API into those systems, with pricing moving from a flat subscription to credits that match how much each portfolio actually analyzes. For big organizations, the switching cost is the workflow, not the price. Arrive inside the tool they open every morning, and the sale becomes a configuration.
Andrei StatescuStore generated content in the user's browser, not on your servers
Every minute of audio Naramine generates is cached in IndexedDB on the listener's own machine, sometimes tens or hundreds of megabytes of it, with a clear-data control and a download option for the user. Andrei's servers never store the stories or the audio derived from them, and that decision does double duty. Economically, his storage bill is zero and stays zero as usage grows, which matters enormously for a solo founder with an 80 percent margin target. Legally, it keeps him a tool rather than a distributor: a service that hosts copies of authors' copyrighted stories, or audio derived from them, has built a library it must defend, while audio generated on demand and held only on the reader's device looks like the reader's own personal-use copy. When your product transforms content you do not own, ask where the transformed bytes live, because that answer decides both your infrastructure costs and which side of a copyright argument you are standing on.
Andrei StatescuRun the free tier on the user's hardware and sell the GPU as the upgrade
Naramine's Basic tier is the same open source engine as Premium, Kokoro, but executed as Kokoro JS in the listener's own browser, so every free user brings their own compute and Andrei's marginal cost for the entire free tier is zero. The limits of local execution, roughly 1.3x listening speed on a good laptop but stuttering below realtime on weak hardware, and English only, are exactly the pitch for Premium, which runs bigger models on Modal GPUs with two to three second cold starts, better voices, and more languages, at under a dollar per 50 chapters. The elegance is that the free tier demos the paid tier by being honest about its own ceiling: the user who feels the stutter understands precisely what the upgrade buys. If your workload can run client-side at acceptable quality, that is a free tier that cannot bankrupt you, with an upsell built out of physics instead of feature gates.