| Based on my experience, it’s hard if you’ve never done it before but it gets easier when you absorb the learnings. Firstly, it starts with identifying a problem/frustration that your customers will value. You’ll need to be very specific because what does selling “software” really mean? Focus on what your users can do with your software and how you can help them. As others have pointed out, B2C is also different than B2B but within B2B, there are many sub groups within it. For example, company size and industry. To find customers, it helps by knowing who your users are? Are they developers, analysts, etc.? Then you’ll also need to know how your users can purchase software - is it their own decision? Their boss’ decision? IT’s decision? To be able to sell to enterprises, your product needs to be incredibly valuable (order of magnitude better than their existing process). However, that’s just the beginning for enterprise sales. You’ll need to demonstrate and prove your product and in most cases, business stability before getting the sale. However, the average contract values could be $100k+ to over a million in enterprise. You also have the option to expand to other teams within the same enterprise. To be able to sell to smaller companies or startups, it’s an easier journey but nonetheless, in most cases, you still need to prove the value of your product. |