Scaling Up Is Good. Scaling *Down* Is Even Better

Chris Anderson writes:

... In traditional business, small customers are all too often a barely-tolerated distraction on the road to getting big customers. They can cost as much to serve as their richer counterparts but generate less revenue. But digital businesses can be efficient enough to serve people who generate no revenue at all. Even if only a tiny fraction of them convert into paying customers, a small percentage of a very large number can still be a big number.  ¶  I call this "scaling down", and it's a core Long Tail competency. ...

Link:  The Long Tail.  Great post.  --Dennis