4 ms·
B2B encompasses a very wide range of buyers, with very different allowances for risk. The article talks about what would be commonly known as Enterprise Sales,
by dantiberian 9y ago
B2B encompasses a very wide range of buyers, with very different allowances for risk. The article talks about what would be commonly known as Enterprise Sales, which is marked by long sales cycles, high prices, and a lot of legwork in selling. It is possible to sell B2B software where the buyer is a single person within an organisation, or a small team.
Those are much easier to sell to, because there is a much smaller amount of buy-in needed from the organisation as a whole. Because the stakes are so much lower than in an enterprise-wide deal, an MVP may be perfectly acceptable to your customers.
- mstank 9y agoYou can have an MVP even in enterprise B2B if the problem is very apparent and easy to define, and the MVP is easy to deploy. I've created an MVP for a B2B product and have success in selling it by making it as easy as possible to deploy. This reduces the amount of stakeholders required to sign off on the product. The key is to be able to deliver value (solve a problem) without a huge man-hour investment on the customers end. After demonstrating value, I can shift the focus to a deeper integration and have more success because I have more people on my side to push it internally.
- Sammi 9y agoObligatory Joel on software blog on the subject: https://www.joelonsoftware.com/2004/12/15/camels-and-rubber-duckies/ https://www.joelonsoftware.com/2004/12/15/camels-and-rubber-...