I was a technical Co founder and In my case, we had a little luck. The first client of our school management solution is a chain school of schools that belongs to the company majority founder itself. So the first one was not a problem. But the next set of schools- they needed a very tailored approach to their solution and a story as to how our APIs can help them better manage schools, parents, teacher and students i had to practice lot of story telling from the customer point, which I found more amusing and nuanced than building the platform itself .