A lot of companies don't appreciate the competitive space they're in.

If you're building something that addresses a novel value proposition ("a machine that turns water into wine") you can say it like it is and expect at least some conversion from an audience which cares about your promised value.

When your value proposition is something like "better product management" you're competing with dozens of products which people already use and are happy with. Just saying "we're a better tool for product management" isn't going to fly. You'll need to communicate exactly why you're better.

I appreciate the friendly "talk to us anytime and we'll walk you through it", but I think as a strategy that suffers from a similar problem. It's not going to work with a muddy value proposition, most folks just won't bother.