Hi all,
We're developing a very technical product (GridCentric Copper), with a pretty technical target customer (owners / operators of computer clusters. So far, customers we talk are able to intuit our value prop, which is a step in the right direction. The trouble we're having, being neck-deep in the technology and development, is describing "who we are and what we do" to people who aren't intimate with our space (compute clusters). I believe this is generically known as "the curse of knowledge", and is described in the book "Made to Stick: Why Some Ideas Survive and Others Die" by Chip and Dan Heath.
This is an issue because in addition to customers we also have to talk to analysts, media, and potential investors, all of whom don't want their time wasted while we bury the lede.
My question for fellow IS forum members: what approach did you take to "get your head out of the boat" long enough to see things from an outsider's perspective?
Thanks in advance!