“people don't really adopt that, that product needed to provide like access, they needed to credentials to connect to your database... without any credibility and trust from the engineers we said like all right it's too tough”

Pivot when developers refuse to trust your app with their credentials

Jonathan's first product failed because it asked developers to hand over database credentials before any trust was established. He pivoted to ChartDB specifically because it required zero credentials and no local install — removing the friction that was blocking adoption. If your ICP has a deeply-held constraint like security skepticism, build around it from day one, not as an afterthought.