>> We’re excited. When can you come back and show us a prototype?”

> When you've put your hand in your pocket.

I thought the same thing. From my reading of "The Mom Test", my sales strategy changed to incorporate the lies that a business would tell you to avoid hurting your feelings.

Basically, if you cannot give me a purchase order after seeing the software, you don't want it!

I do like the idea of a cancellable purchase order that they sign: organisations need an earthquake to move them sometimes. Once that thing is approved and signed by the powers that be, absolutely no one in that org is going to bother cancelling it and going with a competitor.