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By the standards of later web organizations, ClariNet would startsmall, with about $100,000 of sales in the first year. However,unlike my past forays in the packaged application field, I quicklycame to like the value of a standard revenue enterprise. Once Ihad sold a buyer, if I kept them happy, I kept getting a chequeevery month. Many customers happily pay as you go a year in advance. New sales added not simply to my bottom line for thatmonth but every month. My churn rate was remarkably low.

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