Here’s an email I recently sent to a Stanford/HLS-grad friend of mine who started a delivery company that sells to individuals and businesses. He’s currently trying to figure out a repeatable sales/growth process. Because his product involves physical delivery, he’s aiming to target groups of businesses that are within close proximity of each other (eg in a strip mall / office park). As with Box/Dropbox, he can sign up one person at a company and then try to get that person to sign up others. I’ve made some clarifying edits and removed some identifying information.