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Page 33 GO IT ALONE!
specifically because he wanted to create a business that had “a recurring revenue stream and did not require constant selling to prospects and previous customers.” He wanted a business that would leverage his time and talents. It’s noteworthy that the development of JangoMail reflects an evolution: In 1998, Goel started a successful Web development company that was quickly profitable. Over time, he saw that to grow in revenues and profitability, he needed to develop a different type of business: one that provided real value by continuously leveraging assets, not by charging for development or time. Goel’s first attempt involved Internet content and was unsuccessful, but he was still determined to make the jump. The origin of JangoMail is one of many examples of the notion advanced earlier: that actual experiences with real problems are the best sources of new business ideas. During the course of a Web development project, Goel realized that there was a need for an e-mail management service that could easily tie into existing corporate e-mail databases—and that no such service existed. JangoMail was created to meet this need. • Sherman Eisner’s A&E Home Security Company (www.AESecurity.com) is a Web-based retailer of do-it-yourself home security systems. Eisner, who notes that he has always been mechanically inclined, believes that his unique strength is the ability to envision a customer’s problems and walk them, over the phone, through solutions. Eisner has tied this skill to a retail business and has built a strong, nationwide presence. A central part of Eisner’s success is that he can provide essential sales support and customer service over the phone without leaving the office, meaning that his time is highly leveraged. Moreover, his customers benefit from a pricing model that reflects self-installation, yet they can access his expertise in choosing and installing systems.
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GO IT ALONE! Copyright 2004 by Bruce Judson. Reprinted by permission of HarperCollins Publishers. All rights reserved.
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