Launching a new product or service in B2B

B2B, Customers, Product Management

In this post I will only take one part – which is you already have customers for some other products or services and you are launching something new. In case you are getting totally new then you can read a lot of my older posts to help you achieve that objective.

For purposes of simplicity I will use the products, but the same logic would apply even when you’re launching a new set of services.

If you already have customers then whenever you are launching something new, the obvious thing would be to first take the new product to your existing customers. Nothing new here.

However I will put a little caveat. Start with your biggest customers and then go in descending order. The biggest customers are more invested in you and would like to succeed. Since they are big you will also get scale fast.

If you can also involve them at the 80% completion stage to use the product and advise on the glitches, then you will get real life feedback on the challenges that your product has technically as well in terms of customer experience. Large companies like Microsoft actually create Beta sites just with this objective.

Since these customers are invested in building the product with you , they will also own it more and will be more loyal. You may not get major revenue out of this, maybe even nothing. But if you have your large customers using the product then you can use them for reference purposes. That would be of much more value.

In this way you can reach critical mass faster.

Till next time then.

Carpe Diem!!!

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