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Goodcall picks up $4M, Yelp partnership to answer merchant inbound calls

Even without staffing shortages, local merchants have difficulty answering calls while all hands are busy, and Goodcall wants to alleviate some of that burden from America’s 30 million small businesses.

Goodcall’s free cloud-based conversational platform leverages artificial intelligence to manage incoming phone calls and boost customer service for businesses of all sizes. Former Google executive Bob Summers left Google back in January, where he was working on Area 120 — an internal incubator program for experimental projects — to start Goodcall after recognizing the call problem, noting that in fact 60% of the calls that come into merchants go unanswered.

“It’s frustrating for you and for the person calling,” Summers told TechCrunch. “Every missed call is a lost opportunity.”

Goodcall announced its launch Wednesday with $4 million in seed funding led by strategic investors Neo, Foothill Ventures, Merus Capital, Xoogler Ventures, Verissimo Ventures and VSC Ventures, as well as angel investors including Harry Hurst, founder and co-CEO of Pipe.com, and Zillow co-founder Spencer Rascoff.

Goodcall mobile agent. Image Credits: Goodcall

Restaurants, shops and merchants can set up on Goodcall in a matter of minutes and even establish a local phone number to free up an owner’s mobile number from becoming the business’ main line. The service is initially deployed in English and the company has plans to operate in Spanish, French and Hindi by 2022.

Merchants can choose from six different assistant voices and monitor the call logs and what the calls were about. Goodcall can also capture consumer sentiment, Summers said.

The company offers three options, including its freemium service for solopreneurs and business owners, which includes up to 500 minutes per month of Goodcall services for a single phone line. Up to five additional locations and five staff members costs $19 per month for the Pro level, or the Premium level provides unlimited locations and staff for $49 per month.

During the company’s beta period, Goodcall was processing several thousands of calls per month. The new funding will be used to continue to offer the free service, hire engineers and continue product development.

In addition to the funding round, Goodcall is unveiling a partnership with Yelp to tap into its database of local businesses so that those owners and managers can easily deploy Goodcall. Yelp data shows that more than 500,000 businesses opened during the pandemic. The company pulls in from Yelp a merchant’s open hours, location, if they offer Wi-Fi and even their COVID policy.

“We are partnering with Yelp, which has the best data on small businesses, and other large distribution channels to get our product to market,” Summers said. “We are bringing technology into an industry that hasn’t innovated since the 1980s and democratizing conversational AI for small businesses that are the main driver of job creation, and we want to help them grow.”

 

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Yelp puts trust and safety in the spotlight

Yelp released its very first trust and safety report this week, with the goal of explaining the work that it does to crack down on fraudulent and otherwise inaccurate or unhelpful content.

With its focus on local business reviews and information, you might think Yelp would be relatively free of the misinformation that other social media platforms struggle with. But of course, Yelp reviews are high stakes in their own way, since they can have a big impact on a business’ bottom line.

Like other online platforms, Yelp relies on a mix of software and human curation. On the software side, one of the main tasks is sorting reviews into recommended and not recommended. Group Product Manager for Trust and Safety Sudheer Someshwara told me that a review might not be recommended because it appears to be written by someone with a conflict of interest, or it might be solicited by the business, or it might come from a user who hasn’t posted many reviews before and “we just don’t know enough information about the user to recommend those reviews to our community.”

“We take fairness and integrity very seriously,” Someshwara said. “No employee at Yelp has the ability to override decisions the software has made. That even includes the engineers.”

He added, “We treat every business the same, whether they’re advertising with us or not.”

Yelp trust and safety report

Image Credits: Yelp

So the company says that last year, users posted more than 18.1 million reviews, of which 4.6 million (about 25%) were not recommended by the software. Someshwara noted that even when a review is not recommended, it’s not removed entirely — users just have to seek it out in a separate section.

Removals do happen, but that’s one of the places where the user operations team comes in. As Vice President of Legal, Trust & Safety Aaron Schur explained, “We do make it easy for businesses as well as consumers to flag reviews. Every piece of content that’s flagged in that way does get reviewed by a live human to decide whether it should should be removed for violating our guidelines.”

Yelp says that last year, about 710,000 reviews (4%) were removed entirely for violating the company’s policies. Of those, more than 5,200 were removed for violating the platform’s COVID-19 guidelines (among other things, they prohibit reviewers from claiming they contracted COVID from a business, or from complaining about mask requirements or criticizing a business had to close due to safety regulations). Another 13,300 were removed between May 25 and the end of the year for threats, lewdness, hate speech or other harmful content.

“Any current event that takes place will find its way onto Yelp,” acknowledged Vice President of User Operations Noorie Malik. “People turn to Yelp and other social media platforms to have a voice.”

But expressing political beliefs can conflict with what Malik said is Yelp’s “guiding principle,” namely “genuine, first-hand experience.” So Yelp has built software to detect unusual activity on a page and will also add a Consumer Alert when it believes there are “egregious attempts to manipulate ratings and reviews.” For example, it says there was a 206% increase in media-fueled incidents year over year.

It’s not that you can’t express political opinions in your reviews, but the review has to come from firsthand experience, rather than being prompted by reading a negative article or an angry tweet about the business. Sometimes, Malik added, that means the team is “removing content with a point of view that we agree with.”

One example that illustrates this distinction: Yelp will take down reviews that seem driven by media coverage suggesting that a business owner or employee behaved in a racist manner, but at the same time, it also labeled two businesses in December 2020 with a “Business Accused of Racism” alert reflecting “resounding evidence of egregious, racist actions from a business owner or employee.”

Beyond looking at individual reviews and spikes in activity, Someshwara said Yelp will also perform “sting operations” to find groups that are posting fraudulent reviews.

In fact, his team apparently shut down 1,200 user accounts associated with review rings and reported nearly 200 groups to other platforms. And it just rolled out an updated algorithm designed to better detect and unrecommend reviews coming from those groups.

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Yelp will show user feedback about businesses’ health and safety practices

Moving forward, Yelp users won’t just be asked whether a business has good food or accepts credit cards — the platform is also allowing them to share feedback on whether the staff is wearing masks and enforcing social distancing.

Yelp’s head of consumer product, Akhil Kuduvalli Ramesh, suggested that this is the next phase of how the company is trying to help local businesses, after allowing them to highlight virtual services, manage their waitlists in accordance with new regulations and indicate the health and safety measures that they’re taking.

Of course, it’s one thing to see that a business claims to have strict mask-wearing and social distancing procedures, and another to hear other customers confirm that it’s true (or not). So Ramesh said it’s less about warning users away from certain businesses and more working “to continue to instill confidence in consumers to continue to connect with and support local businesses.”

When users visit a business profile they’ll now be asked whether social distancing was enforced and whether the staff wore masks — Ramesh said other health and safety questions could be added in the future (and users can offer slightly more detailed feedback on safety measures by hitting the Edit button in a profile), but those are the ones that users seem to care about most.

Yelp health and safety

Image Credits: Yelp

When Yelp receives enough answers to offer present meaningful data (the company, understandably, isn’t disclosing the exact threshold), it will add a message in the health and safety section of the profile: “Social distancing enforced according to most users” with a green checkmark, or “Social distancing might not be enforced according to most users” with an orange question mark, with similar messages for mask-wearing.

In cases where the responses are mixed, but there’s still “significant” feedback indicating that these practices aren’t followed, the message will be attributed to “some users” instead.

Ramesh said that Yelp has already been collecting this user feedback, and at launch, only “a couple hundred” of the millions of businesses on Yelp will be marked with an orange label, “which also means that many businesses are doing the right thing.”

GIF of Yelp Consumer Feedback

Image Credits: Yelp

He noted that in cases of multi-location businesses, the health and safety data will be specific to each location. Also, the labels will be based on feedback from the past 28 days — so if a business gets an orange label but starts doing better, their profile should eventually be updated to reflect that.

In addition, Yelp says it’s adding new service offerings and safety measures that businesses can include on their profiles, including checking staff for symptoms, disposable or contactless menus, heated outdoor seating and covered outdoor seating.

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Splunk acquires Plumbr and Rigor to build out its observability platform

Data platform Splunk today announced that it has acquired two startups, Plumbr and Rigor, to build out its new Observability Suite, which is also launching today. Plumbr is an application performance monitoring service, while Rigor focuses on digital experience monitoring, using synthetic monitoring and optimization tools to help businesses optimize their end-user experiences. Both of these acquisitions complement the technology and expertise Splunk acquired when it bought SignalFx for over $1 billion last year.

Splunk did not disclose the price of these acquisitions, but Estonia-based Plumbr had raised about $1.8 million, while Atlanta-based Rigor raised a debt round earlier this year.

When Splunk acquired SignalFx, it said it did so in order to become a leader in observability and APM. As Splunk CTO Tim Tully told me, the idea here now is to accelerate this process.

Image Credits: Splunk

“Because a lot of our users and our customers are moving to the cloud really, really quickly, the way that they monitor [their] applications changed because they’ve gone to serverless and microservices a ton,” he said. “So we entered that space with those acquisitions, we quickly folded them together with these next two acquisitions. What Plumbr and Rigor do is really fill out more of the portfolio.”

He noted that Splunk was especially interested in Plumbr’s bytecode implementation and its real-user monitoring capabilities, and Rigor’s synthetics capabilities around digital experience monitoring (DEM). “By filling in those two pieces of the portfolio, it gives us a really amazing set of solutions because DEM was the missing piece for our APM strategy,” Tully explained.

Image Credits: Splunk

With the launch of its Observability Suite, Splunk is now pulling together a lot of these capabilities into a single product — which also features a new design that makes it stand apart from the rest of Splunk’s tools. It combines logs, metrics, traces, digital experience, user monitoring, synthetics and more.

“At Yelp, our engineers are responsible for hundreds of different microservices, all aimed at helping people find and connect with great local businesses,” said Chris Gordon, Technical Lead at Yelp, where his team has been testing the new suite. “Our Production Observability team collaborates with Engineering to improve visibility into the performance of key services and infrastructure. Splunk gives us the tools to empower engineers to monitor their own services as they rapidly ship code, while also providing the observability team centralized control and visibility over usage to ensure we’re using our monitoring resources as efficiently as possible.”

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Yelp adds new features for reopening businesses

Over the past few months, Yelp has been taking steps to help businesses reeling from the impact of the coronavirus pandemic — things like waived fees, virtual service listings and GoFundMe fundraisers (that last one had a mixed reception).

But without getting into the question of whether the United States is reopening at the right time in the right way, it’s clear that the reopening is happening, and businesses are going to need new tools to safely navigate the changing landscape. So Yelp is announcing two of those tools today.

First, it says it’s expanding on its COVID-19 banners, with a full COVID-19 section on each business profile. So those businesses can indicate whether they’re doing things like enforcing social distancing, sanitizing spaces between customer visits, requiring that employees wear masks and/or gloves, requiring that customers wear masks and so on.

These updates will be timestamped. There can, of course, still be a difference between what the business promises and the reality in the store. But as a consumer, at least you’ll know how up-to-date those promises are.

Image Credits: Yelp

In addition, Yelp says it will use a combination of human moderation and machine learning to update these sections with information that businesses have posted elsewhere, like whether they offer curbside pickup or virtual services.

The company is also updating its waitlist feature, which restaurants may be turning to as a way to avoid long lines and crowds. Restaurants will now be able to print a QR code that customers can scan to add themselves to the waitlist in a contactless way. Hosts will also be able to manually adjust wait times, and they’ll get alerts when they’re approaching legally mandated seating capacities.

In a statement, Yelp’s head of consumer product Akhil Kuduvalli Ramesh said that the company’s response to the pandemic has broken down into two phases. During the first phase, “We helped businesses convey how they are updating their operating models and services they offered.”

He added, “In phase two, as people begin to reenter businesses, addressing the health and safety needs in the local marketplaces across the US is of paramount importance.”

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OptimoRoute raises $6.5M Series A to help businesses better plan their routes

Route planning sounds like it’s a problem for big logistics companies like Amazon, FedEx and UPS, but in reality, it’s something every small business with more than a few mobile employees deals with. OptimoRoute, which today announced that it has raised a $6.5 million Series A round led by Prelude Ventures, is tackling exactly this problem. Built by a team of former Google and Yelp engineers, the service allows businesses to set their specific constraints and then automatically creates daily routes for their drivers, no matter whether they are doing deliveries or cleaning pools.

What makes OptimiRoute stand out from some of its competitors in this space isn’t just its often significantly lower prices but also that it offers drivers and customers a mobile experience that includes live tracking and ETAs and the ability to change routes in real time as necessary. With OptimoRoute, companies can plan for specific days of the week or up to five weeks in advance. The company is also currently testing a pickup and delivery system for both passengers and goods, as well as support for multi-day long-haul routes.

As the company’s co-founder and CEO Marin Šarić told me, route optimization is obviously a popular academic problem. “On the one side, you do have these academic problems that are very proof of concept and minimalistic,” he said. “And then, in the commercial space, you have software that is running — in our estimation — algorithms that have been well known in the previous century, literally, you know there’s even things from the 80s. […] We at OptimoRoute really worry about the real-world constraints of what it means to build an effective schedule.”

OptimoRoute takes into account a number of variables (how much material can fit into a van, hourly wages, skills needed to perform a certain repair, etc.) and lets companies choose different priorities for optimizing their routes.

“We’re really focused on trying to make this technology available for everyone and this is appreciated even by very senior experienced logistics managers because they can focus on problems they’re trying to solve as opposed to working around hiccups with the software,” explained Šarić.

Currently, OptimoRoute has about 800 customers that range from small businesses to large energy companies like Southern Star Central Gas Pipeline, which manages the routes of more than 300 maintenance technicians with the help of the service. By reducing the mileage employees have to drive, users not only see increased productivity from their employees but, as Šarić noted, also reduce their overall carbon footprint.

The team spent a lot of time on developing the basic algorithms that power the service. The team, though, expected that a lot of its users would be very sophisticated logistics managers, but it turned out that there was a lot of demand from small and medium businesses, too.

“Prelude is excited to help OptimoRoute expand its reach and further develop its offerings for a multitude of mobile workforces,” said Victoria Beasley, partner, Prelude Ventures . “We strongly believe that OptimoRoute is set to have a huge impact on the route optimization market, saving time, money and resources, while also reducing carbon footprint, for their many diverse clients.”

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Yelp adds predictive wait times and a new way for restaurants to share updates

With a new feature called Yelp Connect, Yelp is allowing users to go beyond customer reviews and see “what the restaurants have to say for themselves.”

That’s according to Devon Wright, Yelp’s general manager of restaurant marketplaces. He explained that with Yelp Connect, restaurants will be able to post updates about things like recent additions to the menu, happy hour specials and upcoming events. These updates are then shown on the Yelp homepage (which is already becoming more personalized), in a weekly email and on the restaurant’s profile page.

Consumers, meanwhile, can follow restaurants to see these updates, but Yelp also shows them to users who have indicated interest in a restaurant by making a reservation, joining its waitlist or bookmarking its profile.

Of course, restaurants are already posting this kind of information on social media, but Wright said Yelp allows them to reach “a high-intent audience” — people who aren’t just browsing for updates from their friends, but are actually looking to go out for a meal.

Guang Yang, the group product manager for Yelp Reservations and Waitlist, also noted that restaurants can set end dates for their Yelp posts, which could make them more comfortable sharing things like limited-time menus.

Yelp Connect will cost $199 per month for U.S. restaurants, but is available for a limited time at a price of $99 per month.

Wright described this is part of a broader evolution at Yelp, where “you don’t just want to discover a great restaurant, you want to transact [with] that restaurant.” So the company has added things like reservations, with Connect serving as “the final piece of that journey,” allowing restaurants to continue reaching out to consumers after their visit.

Yelp Waitlist Predictive

In addition to launching Connect, Yelp is also announcing an upgrade to its Waitlist feature, which allows consumers to see the current estimated wait time at a restaurant, and to join the queue directly from the Yelp app.

Yang said Yelp can now use real wait time data from a restaurant to predict the average wait at a given time — so if you want to get dinner tonight at 7pm, Yelp can tell how long you’ll probably have to wait. (These estimates are based on a party size of two; you’ll enter your real party size and get an updated estimate when you actually join the waitlist.)

Yelp is also using these predictions to power an additional feature called Notify Me. If you want to get seated at a certain restaurant at a certain time, you can hit a button to get a notification that will prompt you to join the waitlist at the right time — if you want to eat at 7pm, and the average wait time at 7pm is an hour, then you’ll get a notification at 6pm.

Yang said the algorithm is “pretty sophisticated,” and even incorporates some of the common situations that can confound these estimates, like kitchen closing times, or popular restaurants that have long a waitlist as soon as they open.

Still, he acknowledged that there will be times when the actual is different from what’s predicted, which may be challenging when you’ve told all your friends to meet you somewhere at a given time. But in those cases, he said most restaurants “acknowledge and understand, ‘Oh, something happened, wait time changed,’ ” and they’ll make accommodations if you show up later.

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Yelp will let users personalize their homepage and search results

Yelp announced this morning that it will start allowing users to tailor their search results and homepage based on their personal preferences.

In other words, if you’re a vegetarian, or if you’re a parent who’s usually looking for kid-friendly restaurants, you won’t have to reenter that information every time you do a search. Instead, you can enter it once and Yelp will prioritize those results moving forward.

“In the history of Yelp, this is the first time two people searching for the same thing from the same context are going to see different, personalized results,” said head of Consumer Product, Akhil Ramesh.

To do this, users select the “Personalize your experience” option, then choose options around dietary restrictions (whether they’re vegetarian, vegan, gluten-free and so on), their lifestyle (whether they’re parents, car owners or pet owners), their accessibility needs (wheelchair access, gender-neutral bathrooms), the types of food they prefer and other interests (like bookstores or date nights).

Once you’ve made your selections, those preferences will start affecting the search results you see. The personalization should be obvious because the results will be identified as having “many vegetarian options” or “because you like Chinese food.” The homepage will also start highlighting locations that it thinks you would like.

In some ways, this feels like a long overdue move, particularly when so many other popular apps and websites are already heavily personalized. Shy is Yelp finally adopting this approach now?

For one thing, Ramesh pointed to a growing interest in different diets. For another, he said, “We have years and years of unstructured, expressive, quality content, and this content is representative of a real experience with a business. Over the last few years our machine learning and AI capabilities have grown immensely, and what that’s allowed us to do is build really useful features on top of the high quality content that we have.”

Ramesh emphasized that Yelp will focus on using your explicitly shared preferences to shape your results, as opposed to feeding all your behavior into an algorithm. After all, he said, “any machine learning algorithm is going to have tons of biases.”

He described this approach as “the human way”: If you were having a conversation with a person, “You wouldn’t try to assume what the person did over the weekend. You would just ask the person and have an open conversation.”

At the same time, he said there are times when using your general behavior in the app to influence the results could be helpful, so Ramesh said, “We’re trying to figure out how to balance those aspects.”

He also noted that your preferences could change depending on timing and context: You might abandon a certain diet, or you might go out for a meal without your kids. So you can adjust your preferences at any time — or conversely, dive more deeply into one of them by selecting a list from the homepage.

Asked how this affects Yelp’s ad business, Ramesh said it won’t influence the ads you see initially, but the ads will come with similar “Because you liked X” messages tied to your preferences..

“I wouldn’t be surprised if which advertiser we show will be you based on your preferences [eventually], but there’s no ETA on that,” he added.

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Splunk acquires cloud monitoring service SignalFx for $1.05B

Splunk, the publicly traded data processing and analytics company, today announced that it has acquired SignalFx for a total price of about $1.05 billion. Approximately 60% of this will be in cash and 40% in Splunk common stock. The companies expect the acquisition to close in the second half of 2020.

SignalFx, which emerged from stealth in 2015, provides real-time cloud monitoring solutions, predictive analytics and more. Upon close, Splunk argues, this acquisition will allow it to become a leader “in observability and APM for organizations at every stage of their cloud journey, from cloud-native apps to homegrown on-premises applications.”

Indeed, the acquisition will likely make Splunk a far stronger player in the cloud space as it expands its support for cloud-native applications and the modern infrastructures and architectures those rely on.

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Ahead of the acquisition, SignalFx had raised a total of $178.5 million, according to Crunchbase, including a recent Series E round. Investors include General Catalyst, Tiger Global Management, Andreessen Horowitz and CRV. Its customers include the likes of AthenaHealth, Change.org, Kayak, NBCUniversal and Yelp.

“Data fuels the modern business, and the acquisition of SignalFx squarely puts Splunk in position as a leader in monitoring and observability at massive scale,” said Doug Merritt, president and CEO, Splunk, in today’s announcement. “SignalFx will support our continued commitment to giving customers one platform that can monitor the entire enterprise application lifecycle. We are also incredibly impressed by the SignalFx team and leadership, whose expertise and professionalism are a strong addition to the Splunk family.”

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How should B2B startups think about growth? Not like B2C

Tyler Elliston
Contributor

Tyler Elliston is the founder of Right Side Up, a collective of growth marketers that primarily helps early to mid-stage companies scale. B2B clients include Faire, Kabbage, Yelp, Gusto, Crunchbase, Entelo, Farmer’s Business Network, Formswift and many more. Tyler is based on San Francisco and can be reached at tyler@rightsideup.com.

Kevin Barry
Contributor

Kevin Barry is the co-founder of Right Percent, a B2B-only performance marketing agency that develops tailored acquisition strategies for early to mid-stage companies. Companies Kevin has helped scale include OnDeck, Zenefits, Segment, Hemlane, Brightwheel, and many more. Kevin is based in New York and can be reached at kevin@rightpercent.com.

Over the years, we’ve seen a lot of B2B companies apply ineffective demand generation strategies to their startup. If you’re a B2B founder trying to grow your business, this guide is for you.

Rule #1: B2B is not B2C. We are often dealing with considered purchases, multiple stakeholders, long decision cycles, and massive LTVs. These unique attributes matter when developing a growth strategy. We’ll share B2B best practices we’ve employed while working with awesome B2B companies like Zenefits, Crunchbase, Segment, OnDeck, Yelp, Kabbage, Farmers Business Network, and many more. Topics covered include:

  • Descriptions of growth stages you can use to determine your company’s status
  • Tactics for each stage with specific examples
  • Which advertising channels work best
  • Optimization of your ad copy to maximize CTR and conversions
  • Optimization of your sales funnel
  • Measuring the ROI of your advertising spend

We often crack growth for companies that didn’t think it was possible, based on their prior experience with agencies and/or internal resources. There are many misconceptions out there about B2B growth, rooted in the misapplication of B2C strategies and leading to poor performance. Study the differences and you’ll develop a filter for all the advice you get that’s good for one context (ex: B2C) but bad for another (ex: B2B). This guide will get you off on the right foot.

Table of Contents

  • What growth stage is your B2B startup?
  • How do you find B2B customers?
  • When do you use which channels?
  • What kind of marketing messaging should you use?
  • How do you build your sales funnel?
  • How should you calculate and use the ROI of your marketing budget?
  • In summary

What growth stage is your B2B startup?

The best growth strategy for your company ultimately depends on whether you’re in an incubation, iteration, or scale stage. One of the most common mistakes we see is a company acting like they’re in the scale phase when they’re actually in the iteration phase. As a result, many of them end up developing inefficient growth strategies that lead to exorbitant monthly ad spends, extraneous acquisition channels, hiring (and later firing) ineffective team members, and de-emphasizing critical customer feedback. There is often an intense pressure to grow, but believing your own hype before it’s real can kill early-stage ventures. Here’s a breakdown of each stage:

designer key details 22

Incubation is when you are building your minimum viable product (MVP). This should be done in close partnership with potential customers to ensure you are solving a real problem with a credible solution. Typically a founder is a voice of the customer, as someone who experienced the problem and sought out the solution s/he is now building. Other times, founders enter a new space and build a panel of prospective buyers to participate in the product development process. The endpoint of this phase is a working MVP.

Iteration is when you have customers using your MVP and you are rapidly improving the product. Success at this stage is rooted in customer insights – both qualitative and quantitative – not marketing excellence. It’s valuable to include in this iterative process customers with whom the founder(s) have no prior relationship. You want to test the product’s appeal, not friends’ willingness to help you out. We want a customer set that is an accurate sample of a much larger population you will later sell to. The endpoint of the iteration phase is product/market fit.

Scale is when you have product/market fit and are trying to grow your customer base. The goal of this phase is to build a portfolio of tactics that maximize market penetration with minimal – or at least profitable – cost. Success is rooted in growing lifetime value through retention and margin, maximizing funnel conversion to efficiently convert leads to customers, and finding repeatable tactics to drive prospective buyers’ awareness and consideration of your product. The endpoint of this phase is ultimately market saturation, leading to the incubation and iteration of new features, customer segments, and geographies.

How do you find B2B customers? 

Here’s a list of B2B customer acquisition tactics we commonly employ and recommend. Later in this article, we’ll connect each channel to the growth stage it’s best used in. This list is generally sorted by early stage to later stage:

1. Leverage your network. This is particularly valuable for founders who are building a product based on their own past experience.

  • Reach out to old colleagues you know have the same problem you had (and are solving).
  • Leverage the startup ecosystem. If your startup is in YCombinator, for instance, other companies in your batch may be prospects, along with alumni who will take your call simply because of your affiliation.
  • Example: If you’re building an app for marketers, ask past marketing colleagues you’ve worked with to try out your product is a no brainer.

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