Why does nobody talk about burning your runway on 'safe' clients?

I spent 18 months in Austin chasing enterprise logos because every podcast said that's the only way to scale. We landed a 40-person org that paid on day 60 every time, but they needed 3 custom features per quarter. Our margins tanked to 12% and we lost 2 solid mid-market deals that would've paid upfront. The 'safe' anchor client made us slower, dumber, and bloated. Anybody else realize the boring recurring small accounts are way better for cash flow and product focus?

1 comments

1 Comment

victor7594d ago

Exactly, that startup grind makes you forget 12% margins are just a fancy way to say you're broke.