I had a extremely attention-grabbing dialog with a founder this morning, who mentioned that round 70% of their gross sales had been to customers, and that the remaining was to companies. Within the context of a pitch, they requested, how ought to they inform the story of their B2B gross sales?
The straightforward reply is that this: You don’t. The reality is that whether or not you’re a B2B or a B2C startup, the story isn’t about who’s shopping for your product, however about how you might be promoting it. Nonetheless, getting your classification proper is essential as a result of it essentially impacts your operational construction, advertising method and, most significantly, income channels.
Generally, founders body their enterprise mannequin solely based mostly on their goal prospects. Appears simple, doesn’t it? B2B in case you’re promoting to companies and B2C in case you’re coping with customers. Sadly, it’s not that straightforward. As alluring as this segmentation sounds, selecting between B2B or B2C ought to primarily be about how your gross sales methods are constructed.
Firstly, let’s deconstruct the standard misunderstanding. B2B and B2C, whereas believed to be stark opposites in some ways, usually are not purely classes of audiences. As a substitute, they signify distinct gross sales and advertising methods that govern a startup’s method in the direction of viewers engagement, relationship administration, and income technology.
