CHAPTER 5

Marketing the Business

Introduction

Marketing your business and product should be at the forefront of the company strategy from Day 1. Before the MVP is finished. Before you have written a Business Plan. Before you have even had coffee with a potential client.

In selling Business to Business (B2B) software, the market is much smaller. You can focus and target marketing in a way that is harder to do, when you are trying to crack the huge retail market. On the other hand, one of the biggest challenges you will face is the exceedingly long procurement cycle of most huge global businesses.

As you get setup and have your technology partners working on the first version of the product, you need to start the process of letting the world know ...

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