Be profitable with Small Medium businesses - SME - Catching the small fishes - Livosphere
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Strategy to catch & turn small & medium businesses into profitable customers (sme) through mass customization, digitization... by Livosphere - www.livosphere.com
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Be profitable with Small Medium businesses - SME - Catching the small fishes - Livosphere
- 1. Catching the small fishes ® How to turn small businesses into customers and being profitable ? Dimitri Carbonnelle
- 2. How do you catch small fishes ? Dimitri Carbonnelle (S
- 3. You go direct ? Weight Ratio 1 / 85 000 000 How ? Swallow huges amount of water and filters it out to keep the krills No intermediaries but … Weight and Speed ! Dimitri Carbonnelle (S
- 4. You go indirect ? Weight Ratio 1/5 How ? Quicker and slimmer but … Depends on each part of the chain to eat Dimitri Carbonnelle (S
- 5. In between ? Weight Ratio 1 / 3000 How ? Less dependant but Shark’s Prey Dimitri Carbonnelle (S
- 6. Small Businesses on the Long Tail Size / Value per company Nb of companies How do you get those without becoming a whale ? Dimitri Carbonnelle (S
- 7. What’s different about Small Companies ? Price Potential Cost Sales Costs Large Medium Small • Higher price BUT distribution and sales force costs can outweigh it • Expectations close to medium and large companies Dimitri Carbonnelle (S
- 8. Impact ? • From Small Business perspective Oversized Undersized (B2B solutions) (B2C solutions) • From vendor’s perspective Too fragmented Too expensive to cover Vs Vs Dimitri Carbonnelle (S
- 9. Opportunity Untapped Market Goal : Provide the fittest solutions at the most appropriate cost Dimitri Carbonnelle (S
- 10. How can we handle it ? • Eliminate Too much customisation • Move Administrative & repetitive tasks • Digitize All tasks that can be done directly by customer So you can Focus on the Value Dimitri Carbonnelle (S
- 11. Eliminate : Too much customisation B2C Mass Standard Mass Customisation Modular B2B Customisation Customized Dimitri Carbonnelle (S
- 12. Move : Mix B2B & B2C selling strategies B2B B2C Dimitri Carbonnelle (S
- 13. Move : Massive Catching Use B2C techniques to - Build and qualify your database - Filter out - Get « Sales Ready » Leads Use B2B techniques to - Deepen customer needs - Adapt offer - Transform into sales Dimitri Carbonnelle (S
- 14. Digitize : Self-Service Reduce the hassle of the customer and yours … - Self Customisation through internet (web/mobile) - Direct access to billing info, analysis - Self - adaptable offers Dimitri Carbonnelle (S
- 15. Focus on value Optimize costs at your customer : - Reduce unnecessary costs (unused lines, inadequate offers…) and increase customer loyalty Offer real solutions to solve customers issues - Critical applications - Solutions for their Sales Reps, Technicians… - Help to build partnerships Dimitri Carbonnelle (S
- 16. Key Messages • « Blue Ocean » Market Think out of the box • Mix B2B & B2C Strategies • Adapt your organisation to fulfill SME needs without jeopardizing your margins : - Industrialize your solutions & processes so they are reusable - Push digitization : Self Care, Self Buy, Self Customize… - Make it simple for your customer and you ! Dimitri Carbonnelle (S