Knew the audience. Couldn't get near them.
The company knew where its audience gathered and how often. The problem was getting near them in a way pastors could use.
Two constraints had stalled every previous attempt: pastors were uncomfortable speaking about pornography from the pulpit, and they didn't want to spend pulpit time pushing a paid product, however much they believed in it.
A decade of attempts had run aground on those two constraints — communities, bulk pricing, high-profile church engagements, in-building installations, porn-counter approaches no one wanted to walk up to.
"We knew where the audience was. We just couldn't find a way to be near them."