Once you have found success with early adopters, you want to sell to mainstream customers. Mainstream customers have different requirements and are much more demanding. The kind of pivot we needed is called a customer segment pivot. In this pivot, the company realizes that the product it’s building solves a real problem for real customers but that they are not the customers it originally planned to serve.
Another example, LinkedIn shifting from its “lions” to a product for mainstream customers, ignoring the value the early adopters saw in the product and shifting its functionality to mainstream value at the cost of early adotpers
