“Sure, sure,” Reed replied absentmindedly. “But the point is that customizing a unique product for every customer is just too difficult. It never gets easier. The effort to make a dozen is exactly twelve times the effort it takes to make one. You’ll never get ahead.” “But we have to sell something.” “Sure. But you want something that will scale,” he said. “You want something where the effort it takes to sell a dozen is identical to the effort it takes to sell just one. And while you’re at it, try and find something that’s more than just a onetime sale, so that once you’ve found a customer,
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