Accelerating the SMB Software Buyer's Journey

Posted by Greg Dickinson on Jul 17, 2019 11:44:33 AM

In the last week, I’ve had at least 10 conversations with B2B SaaS companies that are moving down market. Primarily enterprise software vendors trying to expand their reach by targeting the SMB (also referred to as SME) market - selling to small and medium businesses. It’s a tough transition, as I know from my own, sometimes painful experience. It becomes increasingly challenging, I believe, when you're selling directly to small business owners.

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Topics: "Chatbot", Demo, "product-led growth", "buyer enablement", "digital buyer", "SMB"

Taking Your SaaS Business Down Market - Observations From An SMB Buyer

Posted by Greg Dickinson on Feb 8, 2019 10:17:53 AM

In the last five days, I’ve had at least 10 conversations with B2B SaaS companies that are moving down market - primarily enterprise vendors trying to expand their reach by targeting SMBs with smaller, “lite” versions of their software.  It’s a tough transition, as I know from my own, sometimes painful experience.  One of the most common misconceptions, I believe, is that software buyers in big companies are significantly different to software buyers in smaller businesses.  Let’s break it down in terms of what any software buyer – regardless of company size - looks like today:

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Topics: Buyers journey, Customer experience, "Chatbot", "SaaS", "Product-led", "Product-centric", "Product demo", "Product trial"