In China you target elites to make noise, target the grassroots to make money.(chinasmack.com)

In China you target elites to make noise, target the grassroots to make money.

http://www.chinasmack.com/2011/stories/the-story-of-wl-chinas-great-internet-divide.html

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Profile of 2 Chinese internet entrepreneurs, of whom the one selling to the urban poor is much more interesting. Partly because of the skill of building a website for people without computers or smartphones, but also because of how he got there:

"Rather than concepts of Web 2.0 or mobile internet, he follows the tens of thousands of migrant workers and the “ant people” [marginally employed university graduates] on the outskirts of cities. How does he follow them? He drinks beers with them over midnight snacks from street vendors, spends the night at internet cafes in the Foxconn factory district, and chats with the convenience store owners who got their BMWs by selling to them."