B to B

“Usually the person that in B to B, the person that kind of owns the brand is, is the positioning story side of brand is owned by product marketing. And the design side of brand is either just sort of like owned by the product designer at first, or like working…”

“So now most of the decision-making power of what's going to be used in B to B has been pushed back on prosumer, on that employee to make that choice.”

“The reason we won't see a huge explosion in this area is that B to B also comes with something else, which is much lower fragmentation in many cases. And you need fragmentation for a good marketplace. Like the more concentrated either side of your market is, t…”

“And then the other piece is really those directory sites, which the analysts like Gartner and Forrester and all these guys, at least in B to B and enterprise, they really shape for customers what the categories are and you need to build relationships with them…”

“Now, most folks will discount the status quo, but they shouldn't because in B to B, we lose about a 40% of our deals to quote unquote, no decision, which actually means We lost to the spreadsheet. We lost to pen and paper. We lost to interns.”

“In B to B, we lose about 40% of our deals to quote unquote, no decision, which actually means we lost to the spreadsheet. We lost a pen and paper. We lost to interns.”

“As a startup founder, just focus on your customers and focus on B to B. That's what most people I recommend to do here, because that's where most of the change is going to happen.”

“And so the data on this shows that for B to B, 40 to 60% of B to B purchase processes end in no decision.”

“In B to B, you don't usually have the luxury of large N, which you do in consumer, right? You know, Facebook can get stats in two hours. You know, a B to B company could take two years to get to get to the same number of, you know, touch points. And so to coun…”

“And in B to B, if I don't hear from the VP of sales or the VP of product that I'm going to go meet customers, out, I'm out.”