Clayton Farr

Case study

Revealing what customers are ready to buy

When anyone can build software, knowing what to build becomes the edge. Wallets Out is marketplace intelligence for builders. It shows where customers already pay but aren’t satisfied, starting with HubSpot’s 2,000+ apps.

Role
Product and Design Lead
Hands-on
Design and frontend code
Shared
Backend and AI, with the engineering team

Most software has to create demand with marketing budgets or sales teams. The alternative is to step into demand that already exists - customers who are paying but underserved.

Marketplaces are full of demand signals - installs, pricing, and reviews, scattered across thousands of listings. The job was turning these signals into intelligence, the numbers and the customer voice together, that a builder can act on.

1Reveal DemandHave builders’ questions shape the data

Products
2
Categories
1
Median
3,726 Installs $26.6K MRR
Demand Insights

Where Is Demand Unhappy?

1+ Review
More DemandLess Demand
--- 1 ★211 2 ★-1- 3 ★

Strong demand, low satisfaction. Deliver focused fixes for the pains customers name.

Where Is Demand Underserved?

By Category
CategoryMedian InstallsQty
Sales Compensation3,7262Proposals2,6501Email Marketing2,4761

Where is open water? Top-quartile installs per product, bottom-quartile competition.

Where Is Demand More Valuable?

By Feature
HubSpot FeatureMedian Min/MoQty
Sales Commission Sync$412/mo3CMS Custom Domains$268/mo4Service Single Sign On$187/mo3Marketing Smart Content$143/mo14Marketing Attribution Reporting$99/mo54Sales Conversational Bots$86/mo8

Products solving valuable problems. Median starting price of paid apps in this segment.

How Is Demand Distributed?

Top 10
Top 1 · 65% Top 2–10 · 35%

One leader holds most of the demand. Compete on a focused need it serves poorly.

Viewing Products 1 to 2

NameCategoriesInstallsRatingEst. MRR (USD)
QuotaPilotSales Compensation4,8172.14$38,240
CommissionlySales Compensation2,6342.38$14,870

Zero in on the openings worth building for.

Every signal was already available. Nothing said where to look.

  • Builders have questions, not queries. Working with users, I distilled their goals into key questions - where customers are unhappy, where there’s room, what people pay more for, and who already owns the market.
  • Each question became a view that drills in. I mapped each question to the signals that could reliably answer it - then made every view a filter. Select any facet and the whole marketplace narrows with it, so a few clicks can distill thousands of products into a short, relevant list.
  • Tuned against real data. Designs were coded against live marketplace data, so real numbers, not mockups, determined which questions held up and which were noise.

2Synthesize the EvidenceDistill reviews into openings builders can trust

Products
2
Categories
1
Median
3,726 Installs $26.6K MRR
Demand Insights

Viewing Products 1 to 2

NameCategoriesInstallsRatingEst. MRR (USD)
QuotaPilotSales Compensation4,8172.14$38,240
CommissionlySales Compensation2,6342.38$14,870
QuotaPilot by Pilotworks

Reviews 21

Review Insights

QuotaPilot shows steady demand for commissions tied to HubSpot deals, but teams rebuild plan rules every quarter and can’t trace payout errors. A tool with reusable plans and auditable payouts has room.

Jobs to be Done

Primary Calculate rep commissions from closed HubSpot deals

Secondary Show reps live earnings as deals move · Send approved payouts to payroll

Ideal For

  • Small teams on one simple plan
  • Teams whose deals already live in HubSpot

Not Ideal For

  • Teams that change plans every quarter
  • Finance teams that need an audit trail

Key Strengths

  • Pulls closed deals without exports
  • Reps see earnings as deals close

Key Weaknesses

  • Plan rules must be rebuilt every quarter 7 reviews
  • Payout errors are hard to trace

Feature Requests

  • “Copy last quarter’s plan and edit it”
  • “A history of who changed each rule”
  • “Let reps flag a payout for review”

Differentiation Opportunities

  • An audit trail for every rule change and payout 6 reviews
  • Reusable plan templates that carry over each quarter
  • Payout disputes handled inside HubSpot
See less

2.1 Overall

Usability
2.6
Functionality
2.4
Value
2.0
Support
3.1

5★ 10%4★ 14%3★ 19%2★ 24%1★ 33%

6 reviews behind this opening

Who changed what? Nov 20, 2024

Overall ★★★★★

A rep was underpaid for two months and nobody could tell which rule caused it. There is no history of plan changes.

– Sam W. · Controller, 51–200 employees

Finance can’t check the math Oct 7, 2024

Overall ★★★★★

Finance asks how each payout was calculated and we can’t show them. We keep a spreadsheet of every rule change on the side.

– Lena P. · Finance manager, 201–500 employees

Every opening linking to the reviews behind it.

Reviews explained the numbers. No one could hold hundreds in their head.

  • Searchable wasn’t enough. We made every review searchable first. Working with builders showed they didn’t always know what to ask, or what to make of the results.
  • Summaries shaped for product decisions. I structured each app’s review synthesis around what a builder weighs: the jobs customers need done, strengths, weaknesses, and room to compete.
  • AI suggests, the builder decides. Every point runs as a similarity search that lists the reviews behind it, ranked by match. The engineers and I worked out the AI pipeline together; I designed and built the interface.

3Make the Power UsableLet asking teach the product

Products
2
Categories
1
Median
3,726 Installs $26.6K MRR
Demand Insights

Viewing Products 1 to 2

NameCategoriesInstallsRatingEst. MRR (USD)
QuotaPilotSales Compensation4,8172.14$38,240
CommissionlySales Compensation2,6342.38$14,870

Straight from intent to shortlist.

The power was in the controls. So was the learning curve.

  • Builders think in goals, not facets. A builder knows they want “apps making $10k a month with bad reviews.” Getting there meant knowing which of dozens of facets to combine, and how. So I let them ask in their own words, and had the product do the translating.
  • Each request is also a lesson. A plain-language request sets the same filters people set by hand, and highlights each one, so builders see how their words map to the product. When AI read “$10k a month” as a price instead of revenue, the mistake sat in plain sight, one edit from fixed.
  • Built in, not bolted on. Charts, requests, and manual edits all write to one filter state, which I built into the frontend. There’s no separate AI mode to learn; the product works the same however someone starts.
Products
2
Categories
1
Median
3,726 Installs $26.6K MRR
Demand Insights

Where Is Demand Unhappy?

1+ Review
More DemandLess Demand
--- 1 ★211 2 ★-1- 3 ★

Strong demand, low satisfaction. Deliver focused fixes for the pains customers name.

Where Is Demand Underserved?

By Category
CategoryMedian InstallsQty
Sales Compensation3,7262Proposals2,6501Email Marketing2,4761

Where is open water? Top-quartile installs per product, bottom-quartile competition.

Where Is Demand More Valuable?

By Feature
HubSpot FeatureMedian Min/MoQty
Sales Commission Sync$412/mo3CMS Custom Domains$268/mo4Service Single Sign On$187/mo3Marketing Smart Content$143/mo14Marketing Attribution Reporting$99/mo54Sales Conversational Bots$86/mo8

Products solving valuable problems. Median starting price of paid apps in this segment.

How Is Demand Distributed?

Top 10
Top 1 · 65% Top 2–10 · 35%

One leader holds most of the demand. Compete on a focused need it serves poorly.

Viewing Products 1 to 2

NameCategoriesInstallsRatingEst. MRR (USD)
QuotaPilotSales Compensation4,8172.14$38,240
CommissionlySales Compensation2,6342.38$14,870

Zero in on the openings worth building for.

Products
2
Categories
1
Median
3,726 Installs $26.6K MRR
Demand Insights

Viewing Products 1 to 2

NameCategoriesInstallsRatingEst. MRR (USD)
QuotaPilotSales Compensation4,8172.14$38,240
CommissionlySales Compensation2,6342.38$14,870
QuotaPilot by Pilotworks

Reviews 21

Review Insights

QuotaPilot shows steady demand for commissions tied to HubSpot deals, but teams rebuild plan rules every quarter and can’t trace payout errors. A tool with reusable plans and auditable payouts has room.

Jobs to be Done

Primary Calculate rep commissions from closed HubSpot deals

Secondary Show reps live earnings as deals move · Send approved payouts to payroll

Ideal For

  • Small teams on one simple plan
  • Teams whose deals already live in HubSpot

Not Ideal For

  • Teams that change plans every quarter
  • Finance teams that need an audit trail

Key Strengths

  • Pulls closed deals without exports
  • Reps see earnings as deals close

Key Weaknesses

  • Plan rules must be rebuilt every quarter 7 reviews
  • Payout errors are hard to trace

Feature Requests

  • “Copy last quarter’s plan and edit it”
  • “A history of who changed each rule”
  • “Let reps flag a payout for review”

Differentiation Opportunities

  • An audit trail for every rule change and payout 6 reviews
  • Reusable plan templates that carry over each quarter
  • Payout disputes handled inside HubSpot
See less

2.1 Overall

Usability
2.6
Functionality
2.4
Value
2.0
Support
3.1

5★ 10%4★ 14%3★ 19%2★ 24%1★ 33%

6 reviews behind this opening

Who changed what? Nov 20, 2024

Overall ★★★★★

A rep was underpaid for two months and nobody could tell which rule caused it. There is no history of plan changes.

– Sam W. · Controller, 51–200 employees

Finance can’t check the math Oct 7, 2024

Overall ★★★★★

Finance asks how each payout was calculated and we can’t show them. We keep a spreadsheet of every rule change on the side.

– Lena P. · Finance manager, 201–500 employees

Every opening linking to the reviews behind it.

Products
2
Categories
1
Median
3,726 Installs $26.6K MRR
Demand Insights

Viewing Products 1 to 2

NameCategoriesInstallsRatingEst. MRR (USD)
QuotaPilotSales Compensation4,8172.14$38,240
CommissionlySales Compensation2,6342.38$14,870

Straight from intent to shortlist.

What changed for builders

From live use and builder interviews

They could finally see the patterns that mattered. Builders tied demand to specific features and saw what customers wanted but weren’t getting.

That gap became their wedge.

  • Looking for an idea

    Found openings where demand was proven but poorly served.

  • Shaping an idea

    Tested it against real demand before building, then sharpened it or ruled it out.

  • Growing a product

    Measured it against competitors and found where to expand.

Where I’d take it next

Expand the synthesis from one app to full segments. Then bring those insights directly to the tools builders already work in.

Want to see the live product? I’ll walk you through it