Most B2B companies start their business journey and sell directly to customers. You’ll see this with mom-and-pop stores, venture-backed startups, and Fortune 50 companies.
The push to sell directly to the customer for B2B is natural and expected. Put up a sign or website, sell ads or cold call. Direct sales is the natural reaction.
However, direct sales, especially using transactional methods like PLG miss out on building a direct dialogue with the customer.
Often, companies experience plateaus, where growth stalls or worse contracts. Management teams struggle to identify the cause and find solutions.
Most companies don’t always realize, and those that do seldom come to grips with the fact that their strategy and execution aren’t aligned with their customer’s needs.
Adapting to changing customer needs is challenging:
- Change is risky
- Most companies do not have unlimited resources
- Customers have gained control of the buying process and will get worse, not better (generational changes and ‘dark social’)
- How you get to the first $1MM in revenues is different than getting to $5MM (same for $5MM to $20MM, $20MM to $100MM)
Flywheel Advisors has helped several companies to fix, discover, or re-discover their product-market fit:
- Fixing the alignment between customers’ needs and strategy
- Finding customers for their products
- Finding new products for their customers
- Preventing future occurrences
- Creating significant value for shareholders (including hypergrowth from $250K to $10MM, and lucrative exits).
We revitalize growth and (re)discover product-market fit through a unique, proven/low-risk process centered around customer insights.
The process finds quick fixes, generates a playbook for new revenue programs, and provides tools to reduce the risk of future issues by:
- Compare the company’s perception of its performance and customer needs with actual customers.
- Identify and implement quick fixes to get our sales and operations back on track
- Unlock opportunities for new products and new markets through ‘Revenue R&D’
- Improve your operational performance and enact a customer-centric company culture through consistent, objective customer data (sentiment and feedback).