ICP and positioning
Buyer: operations leads at logistics companies with 50 to 500 staff who rekey supplier invoices and delivery notes by hand.
Why now: invoice volume grew, headcount did not, and the existing OCR tool needs a template per supplier.
One line: "Invoices in, clean rows out, no templates."
Not the buyer: finance teams at enterprises with an ERP project already running. Long cycle, wrong launch audience.