OUTPAVE @ MONEY 20/20
We had a great time at Money20/20 this week and learned a lot about what is going on in the industry. (and had the chance to be greeted every morning at badge check in by our man Dennis!)
The focus for us as an early-stage startup was building relationships with would-be investors. We had so many great conversations, advice on what we could do next, and many who have asked for follow ups and demo's after the show. But there were also some challenges thrown our way, especially around our target market’s supposed issues: being “slow to adopt,” “hard to serve,” and “hard to break into.” These claims are thrown around a lot, so I've been giving them some real thought on how to best respond.
"Slow to Adopt"
When people label construction businesses as “slow to adopt” new finance tech, wouldn't that point to a problem with what is being presented? If the tech is something they’d feel crazy not to have—adoption wouldn’t be an issue. Today, over 97% of adults in the U.S. have cell phones, and 85% of those are smartphones. Clearly, “slow to adopt” isn’t about not wanting the benefits being claimed. Rather, we haven't made the value so obvious that it’s irresistible. Outpave’s purpose is to make our value clear enough that our customers would feel crazy not to buy. If we’re not there yet, that’s on us—not them.
"Hard to Serve"
This one has always driven me crazy. If software were user-friendly and actually complemented how a company operates, support calls would drop. But when platforms are confusing and clunky, small business owners end up paying with their time. That “hard to serve” label—which investors tie to cost—is really just the price of poor design. As NerdWallet points out, usability should be the top priority, yet many platforms overlook this, leading to endless frustration and increased support needs. The answer isn’t to hire more support staff or to build exhaustive knowledge bases to fix what are really usability flaws; it’s to just build it right.
"Hard to Break Into"
Of all the feedback we heard, this one probably has the most truth to it. What we’ve learned from going to trade shows, joining organizations, and attending events is that the industry is a bit of a fraternity. But the best part? Anyone can join. The price of admission is trust—following through on what you promise. These men and women who build everything around us don’t have time for empty claims. At Outpave, we’re making a promise to support them and make their lives easier. Once that trust is earned, no other group is more likely to help us grow. It may be hard to break into, but anything worth doing usually is, and that’s what will set Outpave apart.
It’s easy for any of us living in the tech bubble—surrounded by fancy clothes, or guys in white tennis shoes and tech vests—to forget there are people who both want and need what the industry is creating. That’s why Outpave exists: to bridge the gap and solve real-world problems. And we’ll prove our worth in this “hard to serve” space.
-Z
