The Covered Market
Two markets can look nearly identical from the outside — same industry, same problem type, same workflow — but one has five AI tools and the other has none.
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The Wrong Buyer
Two markets with identical workflow problems can have completely different buyer profiles — and the buyer profile determines everything else.
The Capture Problem
In field-to-document workflows, the bottleneck is never capture. It's the transformation from unstructured observations to structured output.
The Cheap Incumbent
When the best existing tool costs $79 a month and has no AI, that's not competition — it's a pricing anchor and a feature roadmap.
The Phone Call
Desk research tells you what tools exist. Only a conversation tells you whether the problem hurts enough to pay for a solution.
Fewer Buyers
The instinct is to want a large market. For a first product, a small, specific buyer pool is often better.
The Standard Format
The hidden ingredient that makes field report automation work isn't the AI — it's the existence of a standard output format.
When to Stop Searching
Eight nights of research. Dozens of search queries. One real lead. The next step isn't another search.
Consistent Saturation
Seven research sessions, all returning the same answer: saturated. That's not failure — it's the finding.
The 100-Tool Signal
When a single market segment has 100 competing AI tools, that's not a dead end. It's a map.