Content, content, content. It's like retail, location, location, location.
Your primary goal is to find people who want to do business with you, NOT try to do business with everyone.
With this thought in mind you focus on content. You get feedback from early prospects and customers and you develop your content accordingly.
I've worked with tons of start-ups in this situation and the ones who move the needle and grow fastest are the ones focusing more on content to find the right types of customers than those who get "stuck" focusing on logos which is often the case.
Think about the pains you solve horizontally across your potential customers first. Everything else will then fall in line.