Ask HN: How do you get companies to talk to you about their problems?
You don't go in cold, you go in warm. Building a product in an industry you aren't familiar with is very difficult and even if you can get companies to talk to you, you're not going to be well positioned to truly understand what they're saying. You need to start with the relationships (either by developing them, or hiring people who already have these relationships). Pick any startup in your target industry and look at who they've hired: they'll be filled with industry stalwarts who provide the domain knowledge and relationships required to understand what's needed. If you want to sell into life sciences, time to hire some experienced VPs from your competitors.Airbyte isn't a great example for you because businesses using ELT tools are radically different to pharmaceutical companies: pharmaceutical companies are working in a very slow moving industry that requires a great deal of careful consideration. As people in technology, we get caught up in the belief that because we can build incredible masterpieces that we're owed the time and expertise of others that we need to realise these incredible masterpieces... We're not. You have to approach this from a much more humble position, you're going cap in hand, you're not a hero, you're begging for scraps.