4 ms·

So how to you get into B2B if the deck is stacked this hard against smaller/newer companies? Hang out a shingle somewhere with a sticker price and refuse to do

• arrakis2021 5y ago
  Bottoms-up product and self-service. PLG companies are eating the B2B pie by subverting these bureaucratic processes. Some of the best SaaS products are unwilling to even speak with you unless you’re already using the product. Sure, this doesn’t solve the big enterprise RFP process - but it makes for a much better pipeline.
• djrogers 5y ago
  Having been through this several times, you usually start out with a differentiated product, represented by boutique resellers, and pitch/sell to early adopter types. After you've gotten a little bit of runway under you, you can start targeting a broader array of resellers and customers, and grow from there.
  • sitkack 5y ago
    This is where OSS can really literally and metaphorically get you in the door. But you will mostly also see occurrences of the big consulting shops using the same software. So it cuts both ways.
• Spooky23 5y ago
  You look for procurement lobbyists and partners like system integrators and leverage those relationships. Also, you need to figure out if it’s wise. Big companies or government agencies will murder you with insurance and compliance requirements before they give you a nickel.