Business Development · Product Development

Finding Clients for Enteprise level Products or Services

Daniel Canelea Senior Solutions Architect at TD Wealth

November 9th, 2017

As a long time consultant , I came across many ideas that can be implemented as products or services for the enterprise (so not for the consumer) . What stopped me to pursue them was the fact that I find it difficult to understand how I can get clients at that level . Did anyone successfully started a venture in this space that is willing to share the experience ?

Joost | Twitter: @IamYoast Life Learner, Activator, Growth Guy, Coach, Everything Sales, Strategy, ex-Gartner, Dutchie

November 11th, 2017

Daniel, it sounds like you are looking for ways to connect with potential buyers at large enterprises. As a first step I would set up an ideal buyer profile. Answer the questions of A) Who should buy your product and B) what would be the value for them using your solution? As a second step develop a target list of potential buyers. Thirdly, develop a marketing campaign. This campaign will determine what message you are going to send out when. As a last step you need to do some research on what a particular company's business goals are and how you your solution fits into achieving that goal. This is different from the first step in the sense that it is unique for each company. This last step is all about them, not you. Good luck!

Matt Lawrence Goal: Disrupt $1trillion Transportation Industy. Seeking CTO for Rails App.

November 17th, 2017

I strongly recommend the books Predictable Revenue and Predictable Prospecting. The latter helped me develop an Ideal Account Profile for the SEO firm I'm consulting, and with that, you can really begin effective lead generation or just go out and buy leads. Cold emails are still effective if crafted effectively, personalized just enough, and followed up frequently. Happy to offer advice on what I've learned along the way if you care to chat.

Bill Flynn Catalyst Growth Advisors - We help startups and scaleups with People, Strategy. Execution and People

November 12th, 2017

Daniel - I have worked at ten and am or have been an advisor to a couple dozen more startups. I believe you are making a number of assumptions that you should check before you start trying to sell your product to the end user - regardless of whether it is a business or an individual. It is important to first figure out if you are solving a problem worth solving for enough people to make a living or company and then to make sure that they way you believe is the best way to solve it is shared with that group. I recommend taking a look at Lean Customer Development by Cindy Alvarez or take a look a the stuff Steve Blank talks about. He is an author but i find him a more compelling and comprehensible speaker - https://www.youtube.com/channel/UCJ82g-PdaIjVfXD7g6CyHew

There are plenty who have gone before you. Learn from their experience and you will find out if the idea(s) you have come across are worth your valuable and limited resources. Life is too short to make something that no one wants.


Good luck!


Bill

Mr. Kelly Johnson Looking for Co-founder

November 15th, 2017

My business is B2B anyway. Most of my clients had been small businesses under $5M in rev. These size businesses it is a lot easier to talk to the decision maker because they are usually the owner who is very close to the day to day of my particular industry. They were also easy to sway as it literally was their money I was saving.

As I started perusing larger companies, one thing that really surprised me was the difference in perspective the decision makers had. They simply didn't care that I could save them X amount of money. They cared about making their job easier and take less time so they could go home to their family at 5PM. This is because the decision maker that was most accessible was a simple procurement person within the company. And their managers were always too busy to listen as that is why they have employees.

So the point is, in my personally experience. Selling to the bigger companies means selling to the people that just want their job easier.

Which is difficult for me, because those are the people my service it takes more time from to use.

Shantanu Rastogi Revenue Generator, Hunter, Business Enabler

November 23rd, 2017

Hello Daniel, I am associated with startups in the similar space and I would say one need a strong business development partner to find potential clients. You need to have unique value proposition to attract clients and if you have that, it's comparatively easy to get clients as they don't have budget issues at that level.

Yuriy Lozinsky True Nerd @webinerds (MCSE, CSM, CSPO)

Last updated on November 11th, 2017

Hi

You can't talk about consumers, but about End Users as a stakeholders of your startup.

One of FinTech startups (B2B, 5.3M raised funds) that my company developed and supports, was working with end users (Accountants, CFOs of the companies) on the early stage. It were something like focus groups and closed events. Later these people (and their companies) became the clients.


Best regards

YL

Curt Sahakian Attorney

November 12th, 2017

I had some subcontractors who would set up meetings with decision makers on a success fee based comp plan. Success meaning that the meeting occurred someone with the targeted title (not that you succeeding in selling). One of them used to do this type of thing for one of the large Indian consulting firms.


But you have to do your own targeting. No one can do that for you. And no one will want to do that if you don't have the budget to follow through, as there are significant setup costs to do such a campaign.... successfully.


Bottom line, you can hire this out. If you have good targeting and you are willing to spend the money.