Validating via services before building a $27k MRR product

TL;DR: After selling his first SaaS (CocoAI) for seven figures, Romàn Czerny built Gojiberry AI around the growth tactic that made that exit possible: intent-based LinkedIn outreach. Instead of building software first, he validated by doing it manually as a done-for-you service — finding customers, delivering tangible results, then productizing the proven process. Service validation built trust that landing pages cannot. He launched on Product Hunt right after shipping the MVP, then focused distribution on three strategies: building in public on LinkedIn (even with only 1,000 followers), Product Hunt launches, and intentional community engagement. Pricing evolved from pay-when-delivered services to tiered SaaS at $49/month starter, with team functionality unlocking major upgrades to $500-$1k/month. At $27k MRR, a critical lesson emerged: trying to serve everyone means resonating with no one — narrowing ICP was essential for sustainable growth.