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Orazio Antonaci

The switch from B2C to B2B

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I've always been a B2C founder. I've built an app to 100k+ MAU and sold it to a major company. I'm now building a tool called Modu.io to help businesses collect user feedback, taking directly from my own struggles (I got so frustrated with existing tools that I ended up using a single Google form).

I'm not particularly suffering the switch on the building side, I'm actually enjoying it since I'm more interested in using this tool myself, than I was with the B2C one. What I'm finding myself (sort of) uncomfortable at is the distribution/marketing side. I've launched on a bunch of ProductHunt like websites, ended up first on Uneed yesterday (didn't get much traffic-wise honestly), and bought a couple features on some of them as they were relatively cheap.

I'm finding cold outreach particularly interesting. I'm manually sending emails to companies I believe would benefit from the product, but nothing close to some people here I see sending like 6000 emails a day. How do you even do that exactly?

I sent 23 in the last 3 days and got 2 answers, both keen on a demo call. The concept of doing a demo call to sell someone a membership is quite new to me, as you may imagine, but it also seems cool that people want to take time from their days to check out a product of mine.

Curious if anyone here came from an heavy B2C background and switched to B2B?

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Vasileios Tsipas
Hey! 2 demo calls out of 23 email is a great signal! From my perspective in b2b you optimize conversations. Demos is where you learn about more potential clients problems, your positioning, objections, willingness to pay and early feedback about pricing. You better treat first 20-30 demos as a feedback loop to fine tune your sales pitch for b2b. Then I would focus not much to emails (yes can work but not a good use of your time) but to target specific persons through LinkedIn and contact them directly or even in person. Data is the king for the future sales, so keep track of things like sectors, specific interest if they have, budgets etc. These are something general I use every time and I find direct contact in person even for demos, wins every time at least for the first few months that you have not many clients.