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The direct follow up that models your exact case: roughly a hundred customers each paying a million or more (his brontosaurus), and even ten customers at ten million (the whale). Janz is honest that these need deep domain credibility and patience with long sales cycles. Read it to see both the shape of the business and the concentration risk baked into it.
Three more ways to build a $100 million business
From The Angel VC blog, by Christoph Janz by Christoph Janz 8 min read
- A hundred customers at 1M each can be a nine figure company with almost no marketing engine.
- The bigger the per customer value, the longer and more relationship heavy the sale.
- Hunting the largest accounts usually needs years of industry expertise before you start.
