[hibikir]

It's an industry of booms and busts, we've all heard about the head of Xbox discussing the risky model of large publishers, making expensive sequels until the well dries, and everything collapses. Selling to the largest companies is more difficult too: Slower decision making, more negotiation. It's the road to having a working business, but not one for growth.

It's just so much easier to get your product ingrained into a company that is growing, as long as you are getting your revenue tied to theirs. Their growth becomes your growth. But it has to be done in a way that makes them not run away. Offer different funding models depending on the project on the other end, and let the customer pick their pricing plan. When the plan for the small company starts looking too expensive for the big one, you get to renegotiate when your tools are already everywhere, and moving away is a hassle.

It works for AWS, Stripe and the like. It should work here.