Selling to Businesses by Partnering With Their "Stack"
Shopify Masters · with Alon Tamir · November 12, 2018 · 47 min
Summary
This episode reveals how Studio Proper transitioned from B2C to B2B by understanding their partners' tech stacks. It emphasizes the importance of product development, strategic partnerships, and leveraging existing business infrastructure to grow. Entrepreneurs will learn how to identify new market opportunities and scale their product offerings.
Key takeaways
For B2B sales, identify partners' existing 'stacks' (software, hardware, systems) and develop products that integrate seamlessly, rather than creating standalone solutions.
Invest in robust R&D and industrial design to create durable, high-quality products. Proper spent \$10,000 and three months on design for their first product.
To transition from B2C to B2B, analyze how your current products can solve problems for businesses. For example, Proper re-engineered consumer tablet mounts for commercial use cases like POS systems.
Don't be afraid to travel to meet manufacturers in person, even if it's outside your comfort zone. Building trust and understanding their processes is crucial for quality control.
Prioritize product quality and user experience over solely focusing on cost. Proper's success with their car mount stemmed from solving a common user pain point with a superior adhesive.
What does this episode say about product & merchandising?
For B2B sales, identify partners' existing 'stacks' (software, hardware, systems) and develop products that integrate seamlessly, rather than creating standalone solutions.
What does this episode say about supply chain & operations?
Invest in robust R&D and industrial design to create durable, high-quality products. Proper spent \$10,000 and three months on design for their first product.
What does this episode say about founder & leadership?
To transition from B2C to B2B, analyze how your current products can solve problems for businesses. For example, Proper re-engineered consumer tablet mounts for commercial use cases like POS systems.
What does this episode say about dtc strategy?
Don't be afraid to travel to meet manufacturers in person, even if it's outside your comfort zone. Building trust and understanding their processes is crucial for quality control.
What does this episode say about product & merchandising?
Prioritize product quality and user experience over solely focusing on cost. Proper's success with their car mount stemmed from solving a common user pain point with a superior adhesive.
