Investors are getting flooded with long tail startups. But no long tail can exist without a torso.
The Long Tail is the well-documented phenomenon in which Amazon.com makes more money in selling books that are not(!) in the top 10,000 and creates controversy about traditional sales principles. Hundreds of examples exist before the introduction of the internet.
But the Long Tail only exists when there is a body attached to it. You go to Amazon because you find the most well-known books, then you’ll explore its creative variety. The body represents the highly targeted top quality that draws in the audience in the first place.
So stop pitching Long Tails, where you rely on some endless creative variety. Focus on making your numbers in the identifiable market, then benefit from the Long Tail to expand your selection beyond the traditional and constricted marketplace.