We started to service attorneys only, but as a clearing house of sorts. Attorney signs up, registers practices and regions, and when a user sends a message in that region/practice, all subscribed attorneys are notified and chat begins. That is challenging from a marketing perspective. So we pivoted to a more simple embeddable chat box, with the core still being web to SMS.
We then tried to expand to include the casual user, hence texttheweb.com and getlivead.com. At the same time, the prices dropped to $5/week or $10/month - thinking craigslist seller.
Fast forward to now and we have resellers - some targeting attorneys, others targeting local professionals (plumbers, electricians, etc). They get funny about pricing and undercutting, so we've basically jacked up the 'published' pricing so the resellers can make some money. It has effectively ended passive web sales, with all sales coming through resellers.
Probably more than you asked for, but figured I'd offer some insight.
