Well, good SEO and getting brand recognition are important in any scenario (viral or not). I think it depends on the type of B2B you are speaking, in terms of

Well, good SEO and getting brand recognition are important in any scenario (viral or not). I think it depends on the type of B2B you are speaking, in terms of market size. An enterprise business or government probably wont start using a SaaS application on an enterprise scale because they found it on google...the process is typically through RFP and the selling company will need to go through those channels. So if you are trying to bag an elephant it wont happen through SEO and viral only. Now if you are counting small business (<500 employees) or even midmarket (<5000 employees) it starts getting fuzzy. The acquisition process is usually not that mature and sometimes it can get lucky as much as a top spot on google to get noticed. For any B2B though, unless you have some great new way of getting noticed, your best bets are through typical business channels - cold calling, networking, trade shows, responding to RFPs, and so on. I guess the viral version of B2B might be having the best spectacle on a trade-show floor or miraculously getting a nod in Forbes.