Will Price today touches on one of the toughest challenges any software company faces which is how loyal you stay to your delivery model. At Comcate we deliver (almost) exclusively software-as-service, but as Will mentions, we have occasionally committed "unnatural acts" to close a deal. Similarly, when a client requests custom development, we try to estimate the general applicability of the development (ie whether we could upsell the new functionality to other clients). If the general applicability is low or not on our product roadmap, we try to avoid taking on "bad revenue" business. Will concludes that "good revenue which reinforces efficiencies and scalability trumps absolutely higher revenue" and that "purity is a virtue worth aspiring to." Easier said than done… As Comcate has matured we have earned the luxury of distinguishing good and bad revenue!
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