Marketing for Business Markets (B2B)
Business market segmentation uses firmographics, use case, urgency and ability to buy.
Cheat sheet
Business market segmentation uses firmographics, use case, urgency and ability to buy.
What to check first
Compare compliance needs, integration costs and average deal size by segment.
How to make the call
Validate via a focused outreach cohort and record time to close.
OpenStax · Business markets and purchasing behavior · further reading for b2b & sales
Indian practice case
Fictional scenario
A Pune SaaS vendor sells to garment exporters and domestic retailers.
Reveal the step-by-step solution
- Diagnose the problem.
Compare compliance needs, integration costs and average deal size by segment.
- Work through the evidence.
Prioritize exporters if their expected margin after presales and support is greater and the reachable account pool is sufficient.
- Recommend and validate.
Validate via a focused outreach cohort and record time to close.
More Indian cases
Interview question
How would you use marketing for business markets (b2b) to make the decision in this case? Explain which data you need first and what would change your recommendation.
See what a strong answer includes
Prioritize exporters if their expected margin after presales and support is greater and the reachable account pool is sufficient. Validate via a focused outreach cohort and record time to close.