I often say we specialize in “complex B2B.” But what does that really mean? My definition is simple: it’s when a solution is difficult to explain to a business-oriented decision-maker. This could be due to the technical nature of the product or because it disrupts the way the customer currently operates. In many cases, it’s both.
When you’re dealing with complex B2B, a more detailed and process-driven approach is essential for your go-to-market strategy. Many have attempted to formalize this into a method, and I’m a big fan of what my friends at MegaDeals have developed. However, I would add that in many cases, you also need to design your offering in a way that makes it easier to push through structured processes like those from MegaDeals or Reforce.
I’ve seen this in action many times—feel free to reach out if you want to hear more examples.
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