ensuring customers get the most value from your product.More commitment: As long as you're not selling to people who aren't a fit or aren't ready, bigger deals should lead to companies that have more necessity, commitment and resources to get the most from your product. More cash upfront: Working with bigger deals often means working with companies that have cash or funding, to pay cash­up­front for 1 to 3 year contracts;so important for growing businesses! The Best of Both Worlds We want to be clear: we’re not telling you to give up small deals. Use small deals to get started, and appreciate those customers and love them – but don't limit yourself to small deals by thinking small. Before the Internet, businesses ended up focusing either on lots of small, transactional customers oron big customers and big deals. Now, companies can blend them cooperatively, building a customer base of small, medium and large customers. The trick is focusing on one as your primary business, while keeping the other(s) as complementary ADD ANOTHER TOP PRICING TIER I've been fortunate enough to meet with many outstanding entrepreneurs building self­service SaaS businesses at the bottom of the market – a customer base made up of very small businesses and individual business purchasers within slightly larger companies. By all means, if you can build a $100M self­service SaaS business without a sales team, a customer success team, webinars, getting on planes, and all that – go for it. Small customers are valuable, beyond any revenue they bring in. They can be champions for your company; they can refer others to your business. They'll often give you useful product feedback; they're willing to develop add­on ideas, code, features, and content for you. Small customers can be enjoyable to work with, satisfying to help, and they may seed larger deals. For lead generation, it helps to have some free, easy, or affordable ways for prospective customers to kick the tires and get to know you. This could be a free or low­cost product, a free trial, or free content. For the first couple of years, Aaron dropped the price of the Kindle ebook version of Predictable Revenue from $10 to 99 cents to make it a no­brainer to buy. Losing thousands in book profits was worth it to triple the audience and help find customers for five­ or six­figure outbound software and consulting projects. If your product is 100% individual­focused, and you add just enough features to sell to a team, to tilt just slightly upmarket – you can grow your revenue, at least a segment of your revenue, by 20­30x. Because deal sizes can go way up, and customers will stay with you much longer. Maybe you add management­level analytics. And then some sort of collaboration. I'm not sure what it will be for you, but let's call it the most basic features necessary so that a team or a group will buy, instead of an individual user. Often it’s around extra reporting features, administration, security or configuration controls. What you'll find is epic on the churn side. As the deal gets just a smidge bigger, your churn will