Is PMF the problem or is it our marketing/sales execution?

[Kenneth37]

I'm a founder of an early-stage B2B SaaS startup, and while we have a handful of enthusiastic pilot customers, we're struggling to achieve true product-market fit and scale beyond this initial niche. We're getting mixed signals; some users love a specific feature, while others say the core value proposition isn't clear, and our conversion rates from trial to paid are inconsistent. For founders who have navigated this ambiguous phase, what were the most revealing metrics or qualitative feedback channels you used to diagnose whether you had a real product-market fit problem versus just a marketing or sales execution issue? I'm also trying to decide how much to pivot the product based on this early feedback versus staying the course on our original vision, and I'd appreciate advice on structuring those strategic conversations with co-founders and investors.