In 2002 Chuck Crumpton started Medpoint to help businesses bring medical devices and pharmaceuticals to market. The company quickly took off after Crumpton landed a prominent blue-chip client.

It was a blessing and a curse.

At one point, the blue-chip customer made up 83% of Medpoint's revenue. Determined to reduce his customer concentration, Crumpton implemented a clever strategy to minimize his dependency.

The strategy worked as Crumpton successfully reduced his reliance below 50%, allowing him to sell Medpoint in 2020 for around five times EBITDA.