Unhaze

Unhaze entered Y Combinator Summer 2023 claiming to double win rates for B2B sales teams by identifying high-probability leads. ​​‌‌‌‌‌‌‌​‌‌​​‌​​​​​​‌‌​‌‌‌​​​‌‌Early signals appeared promising: sales leaders consistently complained about lead quality and timing during founder conversations, and several mid-market companies expressed interest in pilots. The team measured engagement through demo requests and pilot sign-ups, tracking how many prospects returned for second meetings. Initial traction showed twelve companies testing the platform within three months, with two paying pilots generating $8,000 monthly recurring revenue. However, the behavioral signals masked a critical problem. Prospects attended demos but rarely integrated Unhaze into actual workflows. Sales teams continued existing processes rather than adopting the tool as their primary lead-scoring mechanism. The founders mistook polite interest for genuine demand—companies wanted the *idea* of better lead quality but resisted changing established routines. By month six, churn accelerated as pilots concluded without conversion. The warning sign they missed: no customer actually reorganized their sales process around Unhaze's recommendations, suggesting the problem wasn't urgent enough to justify workflow disruption.