DistributionPlug into the system the buyer already runs
Building GlowSpace, 3D spatial underwriting for real estate
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.
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 IndiricăuPick the buyer who has to report every year
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.
Andrei StatescuBuild the fair before you invite the crowd
Andrei's launch sequence inverts the usual order: first a gamified Discord, characters acting as masters of ceremonies, a Sparkles gift for joining funded by Modal's 30 dollars of monthly free credits, challenges and events on a calendar, and only then Reddit promotion, with ads as a distant maybe. The logic is that acquisition without retention infrastructure is a leaky bucket: a launch spike that lands on a product with no community evaporates, while the same spike landing in a running fair leaves behind a nucleus of evangelists who feel like early citizens. The fair also costs almost nothing, free credits, performed characters, a founder doing voices, which fits a pre-revenue budget. Before spending on reach, build the place where arrivals stay, give the first ones a gift and a role, and let the community be running, warm, and slightly theatrical before the first stranger walks in.
Andrei StatescuPartner with the small platforms first and take the receipts to the big ones
Andrei wants official relationships with the web novel platforms, but Wattpad is owned by a very large East Asian corporation, and a solo founder with an unlaunched extension does not get that meeting. So the sequence starts lower: the smaller platforms, still counting users in the millions, share the same reader-retention problem, answer their own email, and can say yes without a committee. One legitimate integration there produces the assets the big conversation requires, engagement numbers, an accessibility story, authors who vouch for it, receipts instead of promises. He has already assembled the stakeholder list on LinkedIn and drafted the outreach before launch, because partnerships have lead times just like sales. Treat platform partnerships like fundraising: get quick yeses from those who can afford to give them, convert the yeses into evidence, and climb the ladder with proof in hand instead of cold-emailing the summit first.