Notes
What buyers open first
Tobiloba Odejinmi · 22 May 2024 · 6 min · 176 words
Direct answer
Buyers do not open your vision deck first. They open cost, uptime, and whether one person can explain the database. I learned this selling Insurpass. Fancy AI slides do not survive that meeting if the books and the logs are a mess.
- Diligence is a tour of the boring systems.
- If only one person understands production, that is a risk, not a flex.
- Agents and automations need owners and logs or they look like magic.
- Write things down before someone asks.
They will ask unglamorous questions
We sold Insurpass after growing it to more than 100 companies and a team of 17. The conversations that mattered were not about slogans. They were about whether the product would still run after the wire hit.
If you later add AI employees to that stack, the same questions apply. Who owns the workflow. What happens when it is wrong. Where are the logs.
Questions people ask
What did buyers actually ask?
What does it cost to run, how often does it break, and who can change it without you in the room.
Written by
Tobiloba Odejinmi
Head of Engineering at 10mg Health. I have run engineering at Zeeh Africa and sold Insurpass and Shopl. I still write the code. If you have one process that still runs on people copying things, we can look at it in thirty minutes.
