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Some background is I've built a pretty niche / domain specific product, so there's actually no one else doing what I'm doing. The MVP works. I don't have any customers yet (some trialing).
Good luck on your project. Getting this kind of interest is a good signal!
Just be honest, it will save you lots of pain down the road. I know getting the first customer(s) is hard, but don't lie to do it. They may not even care, and just want to know what they are getting into. Good luck on your project. Getting this kind of interest is a good signal!
One of our licensees had a lawyer who asked us to put our source code in escrow, in case we got acquired or went under. It was a little embarrassing for her when I explained that they already had our source code, which was integrated into their platform during our pilot. Sometimes the concern is like this, just a box-checking exercise not based in reality.
You need to be honest about your company size, but turn it into a positive, such as sole developer, backed by a third-party support package (assuming you have one), or that the company is expected to grow fast, so they wont be relying on just one person to fix things etc.
Pitch it really well, and depending on the type of customer, they may even end up wanting to invest in your company to help you scale up faster than you could expect (yes, I have seen that happen with start-ups).
Don't be afraid of awkward questions like these, as they will crop up, and each time you gain experience in handling the RFP style enquiries, and with experience comes improved skills to close those sales deals.
Just be honest, it will save you lots of pain down the road. I know getting the first customer(s) is hard, but don't lie to do it. They may not even care, and just want to know what they are getting into. Good luck on your project. Getting this kind of interest is a good signal!
Then listen. Sometimes it is just a casual question. Sometimes it is a checklist. Also depends on how large the customer itself is.
You can also make this a plus by adding "You get direct support from the founder and will never have to talk to a robot" if they have any further concerns/objections.
I have lost like 2 deals out of 1000s where the company size was a potential issue and that too I am guessing because they never told me specifically but I guessed based on their questions/concerns.
But truthfully, you really do need at least 2 people as a bare minimum to sell a viable product.
Lots of customers will want some assurance that if you die in a car crash on the way home, there is someone left to continue on with.