We want to be clear: We're not telling you to give up small deals. Use small deals to get started. Appreciate those customers and love them—but don't limit yourself to small deals by thinking small. Before the Internet, businesses ended up focusing on either lots of small, transactional customers, or on big customers and big deals. Now, companies can blend them cooperatively, building a customer base of small, medium, and large customers. The trick is in focusing on one as your primary business, while keeping the other(s) as complementary.
