This software company develops a very specialized type of application, and pretty much owns the worldwide market, according to the IT manager pilot fish there.

But there’s a problem with being the sole vendor in this niche: “As ours was the only software existing, we had customers who were competitors in their respective fields,” says fish.

“The solution was that each customer got its own team of developers, complete with separate infrastructure and sites. They were all working from the same base code, but developing custom-build solutions individually.”

During fish’s first year, there are two big customers with two development sites to maintain. But the next year, seven new customers sign contracts. The third year, another five customers sign. And it keeps growing that way.

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