The moment one customer pays you a lot more than any other customer, you’re no longer a product but a consulting company working for the big payers. You’ll do what they say.
Self-sufficient.
We would never allow a customer to pay more than top-tier price. If you’re a bit company with special demands, we don’t want your money.
We wanted to build a self-service software company. Not need an army of key account managers keeping the whales happy.
Strength of numbers. Not large numbers of dollars. But large numbers of customers. Diverse customer base.