Targeting Technology company and startups aiming to serve business segment .

1. MAZEN ALZAMIL JULY 28TH, 2020
Building B2B’s Business Model

2. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
About Me

3. Building B2B’s Business Model
- Customer Segment: Business or Consumer
- B2B’s Business Model Canvas
• Value Proposition
• Channels
• Key Activities
• Key Resources

4. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
What is B2C sales?
Customer Segment ?
• B2C sales are made directly from a
business or salesperson to the consumer.
Unlike B2B sales, they are usually
smaller in scale and involve only the
consumer’s decision.
• A sales rep at a car dealership.
• An online ecommerce store that sells
clothes.
• A supermarket selling a variety of
consumables
What is B2B sales?
• It refers to companies or salespeople who
sell products and services directly to
other businesses.

5. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
Types of B2B Sales:
B2B sales?
1. Supply sales
• office supplies, employee
workwear, and equipment
2. Wholesale/distribution sales
• key manufacturing or retail
components
3. Service/Software sales
• service provider sells a service
instead of a product.

6. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
You can see this happening quite often in the Technology industry, a well known example is the Apple iPhone itself. Apple
makes iPhones under their trademark but sources various chip boards from Samsung. Although considered rival companies,
there exists a B2B relation that profits both.
In most B2B business models both the businesses benefit from each other in some way and have comparable negotiating
powers. They also employ professional staff and legal counsel who are constantly involved in negotiations with other businesses.
The final product that you see being yielded as an outcome of processing and manufacturing is usually rich in quality and goes in
the market for several times the initial investment on raw materials.
How Businesses Profit from Each Other

7. B2B sales Preocess !
1. Higher average transaction value
2. Longer sales cycles
3. Multiple stakeholders
4. Educated buyers

8. B2B sales Preocess !

9. B2B sales Preocess !
1. A COMPANY IDENTIFIES AND AGREES ON A PROBLEM.
2. EMPLOYEES RESEARCH IT ONLINE AND DEVELOP CRITERIA FOR THE
SOLUTION THEY’RE LOOKING FOR.
3. THEY MAP OUT ALL POTENTIAL SOLUTIONS AND OPTIONS.
4. IF THEY NEED A VENDOR, BUYERS ASK THEIR NETWORK FOR
PROFESSIONAL PEER RECOMMENDATIONS. THEY WILL ALSO CHECK
OUT REVIEW SITES, FORUMS, AND SOCIAL MEDIA.
5. BASED ON ALL THE INFORMATION GATHERED BEFOREHAND, THEY’LL
MAKE A TENDER .
6. IF THEY HAVEN’T BEEN APPROACHED, THEY MIGHT REACH OUT TO A
VENDOR OR FOLLOW UP WITH ONE THAT HAS BEEN RECOMMENDED TO
OR INTERACTED WITH THEM.

10. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
B2B’s Business Model Canvas

11. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
B2B’s Business Model Canvas

12. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
B2B’s Business Model Canvas

13. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
B2B’s Business Model Canvas

14. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
B2B’s Business Model Canvas

15. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
B2B’s Business Model Canvas

16. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
B2B’s Business Model Canvas

17. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
B2B’s Business Model Canvas

18. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
1- use the right messaging
Value porposition
1. Risk Reduction
2. Revinue Growth
3. Cost Saving
4. Productivitie Or Process Improvment
https://www.mediafly.com/evolved-selling-optimizing-sales-enablement-in-the-age-of-frugalnomics/

19. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
1- Account Based Markiting
Channels
https://get.leadfeeder.com/account-based-marketing-guide/

20. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
2- Social Selling insted of
Marketing
• According to Forrester, 68% of B2B customers
research the solutions they need on search engines
and social media. Social selling focuses on the latter.
• Social selling refers to the tactic of first establishing
your business in the defined target market and then
focusing on building relationships with prospect
companies as the first step of selling.
• Today, this usually includes leveraging social
networks like LinkedIn, Twitter, Facebook, and others
to share relevant content in order to engage potential
buyers or nurture existing ones.
• Focuses on building one-on-one relationships with
prospects across these channels; while Marketing is
all about broadcasting messages from one to many.
http://blogs.unsw.edu.au/thedigitalage/blog/2017/12/social-selling/
Channels

21. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
1- Sales Enablement
Key Activities
• missing processes, practices, technologies, and tools that
improve the performance and productivity of the sales
organization.
• Enhances the ability of the sales team to increase company
revenue
• Too much content – good quality material is buried
amongst the volume of documents Minimal insight –
Marketing has no idea what content is used by Sales
• Organized by product – rather than by buyer profile,
industry, or specific sales situation
• Out of date content – reps store files locally and use out-
dated sales documents
• Adoption issues – when not integrated with CRM mobile
devices, reps don’t use it

22. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
2- Sales Operation
Key Activities
• Sales operations help close the gap in Sales
function by providing dashboards that directly
help sales managers achieve strategic goals and
arming managers with messages and tools that
improve their ability to communicate effectively.
• Improve data literacy
• Establish data-sharing practices and drive
alignment
• Create a data-based decision-making culture
• Controling management
https://www.gartner.com/en/sales/trends/state-of-sales-operations-report-key-findings

23. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
3- use the right CRM
Key Activities
1. No One-Size-Fits-All CRM. ...
2. Identify Bottlenecks and Create a
Feature Wish List. ...
3. Prioritize The User Experience. ...
4. Ensure Your Choice is Mobile-friendly. ...
5. Integrations, Integrations, Integrations. ...
6. Go Cloud Or Go Home. ...
https://www.cmswire.com/customer-experience/how-to-choose-customer-relationship-management-crm-software/

24. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
1- Account Managers
Key Resources
1. Communication..
2. Company and customer expertise. ...
3. Strategic perspective. ...
4. Leadership. ...
5. Skilled negotiation. ...
6. Value-based selling
https://www.freshgigs.ca/blog/account-manager-inside-jobs/

25. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
2- Customer Success
Manager
Key Resources
• Advocate for the company.
• Onboard new customers.
• Follow up on renewals.
• Encourage upsells and cross-sells
• Build relationships between customers and the
support team.
• Be the voice of the customer.
https://blog.hubspot.com/service/customer-success-manager
http://ceoquest.com/scaling-the-revenue-engine-chapter-8-product/

27. WEBINAR ELM , BUILDING B2B’S BUSINESS MODEL MAZEN ALZMAIL JULY 2020
Thank you !