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The Top Ten Dos and Doníts of SaaS Business Success
Chasing big, bad elephants is by far the most tempting mistake a software-as-a-service business can make. You find a prospect that has lots of cash, but it needs special features, requires a long sales cycle and has restrictive legal requirements. When you need cash, chasing even the most difficult and demanding customers can become attractive; perhaps even a matter of survival. But, one too many stumbles away from your core strategy and you wake up to find that you are a small consulting business constrained by the special needs of a few powerful customersónot a rapidly growing web application with a low TCO value proposition based on a single-instance, multi-tenant architecture.