Today, we’re talking about how large customers can change your strategy. When you’re just getting started a large customer with deep pockets can seem understandably attractive.
If big customers are your target market, great but if you’re more focused on small or medium sized businesses — you should be careful. Large customers, that account for a majority of your current revenue, can easily become your focus. They will have different integration, support and uptime needs vs smaller customers and providing all of those things takes time and stops you building for your actual target market.
Unfortunately, you will have to decide between Large Enterprise customers or Small and medium sized businesses. It’s hard enough for a startup to win one of those markets, let alone trying to attack two concurrently.
Sterling Road invests in idea stage and pre-seed B2B startups based in the US, Canada and UK.
