I was one of the people who worked at Precog. Happy to answer questions.
On point #6, how do you know you’re still staying focused while still being responsive? Did you, as a team, ever figure out a rule of thumb?
I can tell you what I think we did wrong. While we had not-many users, which was most of the time:
There were times we should probably have just said no. Even if that meant losing one of the very few customers, which would have seemed devastating, it would have allowed us to work on what would have provided more value to more potential customers.
Been in this position way too many times over the years (though lessons were usually learned quickly after the first time).
I think now I would ask myself, “Is this work we need to make a sale?” (if so, say no!), or “Is this work that will make it impossible for our segment to even consider using anything else for our use case?” (if so, do it!).
To some extent, it’s about not being so desperate for customers that you’re willing to go every which way just to close a few deals (see puffnfresh answer below).