The Importance of Personas in Pricing

We didn't realize that we were on a hotbed of developers. We had built the most efficient distribution architecture for data that I've ever seen in the finance industry. It's great to open easily accessible APIs with chat support, great documentation. That just screams developer. They love our system. So, but we were like, this is financial data. It should be sold to financial analysts and quant funds and hedge funds. And it is. But going and knocking down the door of Morgan Stanley and telling everybody to use our data instead was not a smart strategy.