MarketSoft's first product was eLeads, a software package who's development process involved finding out the real needs of it's potential customers.
- The 6 employees of MarketSoft (back in '98) surveyed 60 companies around the greater Boston area for 1.5 hours each, either in person or over the phone, to determine what their needs were relative to what MarketSoft could do for them.
- These companies had to have at least $300 million in revenues annually, as well as being equipped with laptop computers with the internet (since they figured that the tech-savvy companies would be the ones with the need for this software)
- No leading questions asked – everything in customer's own words, so that nothing was biased and that no validating of preexisting assumptions was occuring.