B2B Technology Business
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This document outlines strategies for a B2B technology business, including using both direct and trade channel sales, creating a funnel to track expenditures and revenue, and focusing on providing solutions rather than just products by consulting with customers to understand their business issues and needs. It also discusses communication planning and taking a long-term, solutions-focused approach through the entire process of consulting, designing, building, delivering, training, commissioning, and supporting the customer.
B2B Technology Business
- 1. B2B Technology BusinessAn overviewMagesh Srinivasansrinivasan.magesh@yahoo.com
- 2. ContentsWhat is B2B Technology Business? Channel Strategy the dual approachDirect to End UsersSell Through Trade (Authorised Dealers)Creating the FUNNELCommunication Plan / Mix : An outlineProduct vs. Solutions Approach
- 3. 1.What is B2B Technology Business?Fulfilling needs of customers not consumersProviding solutions to solve business issuesOffer technical consulting to facilitate business buyingConsult->Design->Build->Deliver-> Train-> Commission ->Support the customerTender based buying processLong term engagement with the customerUnderstand the organisational culture of the customer transfer of knowledge
- 4. 2. Channel Strategy the dual approachDirectSell through trade channel
- 5. 3. Creating the FUNNEL$ - EXPENDITURE$ - REVENUE
- 6. 4.Communication Plan / Mix
- 7. Product Vs. Solutions Approach