As founder of a UI/UX design service for SaaS companies, I’ve had a first row seat at many startups who are selling B2B software to big co’s. Sell

How to sell B2B software to big corporations

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2022-09-22 16:30:52

As founder of a UI/UX design service for SaaS companies, I’ve had a first row seat at many startups who are selling B2B software to big co’s. Selling to big corporations can be tough, especially for engineers who like to hide behind their code editor, but it’s not rocket science. Here are a few patterns I’ve seen the most successful B2B startups I’ve worked with use:

1. First, make friends with people that work for the big Co you’re trying to attract as a customer: current employees, ex-employees, vendors, contractors, anyone that’s got a foot in the door works here. Get to know them and learn about the key people within that particular organisation. If they are in direct contact with those key decision makers, ask them for an intro. If not, ask them who they know who does have a direct connection and work your way up the chain. Your goal is to connect with the people who control the budget, or those who have a big influence on those who do. In essence you’re not selling to a big anonymous Co. You’re selling to one or two individuals.

2. Second, study the big Co’s business model, industry trends and competitive landscape. Just like you, your target Co is trying to get somewhere. What are they currently lacking? How are their competitors doing? Before you get a chance to talk to decision makers, make sure you can see the world through their lens. If you can verbalise their current state, desired future state and how your software could help them get there, you’re 80% there.

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