4 ms·

fake it till you make it in a B2B setting doesn't really work. People tend to want to see a working product before they sign up at $10K a month

• PedroCandeias 15y ago
  That's true, but I don't think the op is saying you'll get contracts based on mock-ups. I think the goal of "faking it" is simply to gauge potential interest. I've done it in the past, and it yielded very interesting results.
• nostrademons 15y ago
  Lots of B2B companies will sign up a customer first and then use the revenues from that to build the product. It's no different from contract development - you spec out what you'll be delivering, agree on a price, and then build it. The only difference is that you retain rights to the product, so that you can sell it to some other customer as well.
  • KiwiNige 15y ago
    I've worked at a company whose motto was "Smoke and Mirrors". They'd try to sell based om the wireframe, but tell the customer it was a fully functional product that just need to be customised for their environment. I never really saw it work that well for them. Sure they could get a lot of interest but any sales they closed were a nightmare to deliver because you had to develop a system in a timeframe that only allowed some tweaking. EDIT: what I mean is that it's fine to use the model you mention, but IMO you have to be upfront with the customer about it.