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Catching the small fishes           ®How to turn small businesses intocustomers and being profitable ?                    ...
How do you catch small fishes ?                           Dimitri Carbonnelle (S
You go direct ?             Weight Ratio             1 / 85 000 000                   How ?           Swallow huges amount...
You go indirect ?             Weight Ratio                 1/5                    How ?    Quicker and slimmer but … Depen...
In between ?         Weight Ratio           1 / 3000               How ?      Less dependant but         Shark’s Prey     ...
Small Businesses on the Long TailSize / Valueper company               Nb of companies                        How do you g...
What’s different about Small Companies ?            Price     Potential            Cost      Sales Costs              Larg...
Impact ?• From Small Business perspectiveOversized                      Undersized(B2B solutions)                (B2C solu...
Opportunity      Untapped Market                 Goal :     Provide the fittest solutions     at the most appropriate cos...
How can we handle it ?• Eliminate  Too much customisation• Move  Administrative &  repetitive tasks• Digitize  All tasks t...
Eliminate : Too much customisationB2C   Mass               Standard                      Mass Customisation   ModularB2B  ...
Move : Mix B2B & B2C selling strategies B2B                                  B2C                                 Dimitri C...
Move : Massive CatchingUse B2C techniques to  - Build and qualify your database  - Filter out  - Get « Sales Ready » Leads...
Digitize : Self-ServiceReduce the hassle of the customer and yours … - Self Customisation through internet (web/mobile) - ...
Focus on valueOptimize costs at your customer : - Reduce unnecessary costs   (unused lines, inadequate offers…)   and incr...
Key Messages• « Blue Ocean » Market  Think out of the box• Mix B2B & B2C Strategies• Adapt your organisation to fulfill S...
Questions ?Dimitri Carbonnelle
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Be profitable with Small Medium businesses - SME - Catching the small fishes - Livosphere

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Strategy to catch & turn small & medium businesses into profitable customers (sme) through mass customization, digitization...
by Livosphere - www.livosphere.com

Published in: Business, News & Politics
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Transcript of "Be profitable with Small Medium businesses - SME - Catching the small fishes - Livosphere"

  1. 1. Catching the small fishes ®How to turn small businesses intocustomers and being profitable ? Dimitri Carbonnelle
  2. 2. How do you catch small fishes ? Dimitri Carbonnelle (S
  3. 3. You go direct ? Weight Ratio 1 / 85 000 000 How ? Swallow huges amount of water and filters it out to keep the krills No intermediaries but … Weight and Speed ! Dimitri Carbonnelle (S
  4. 4. You go indirect ? Weight Ratio 1/5 How ? Quicker and slimmer but … Depends on each part of the chain to eat Dimitri Carbonnelle (S
  5. 5. In between ? Weight Ratio 1 / 3000 How ? Less dependant but Shark’s Prey Dimitri Carbonnelle (S
  6. 6. Small Businesses on the Long TailSize / Valueper company Nb of companies How do you get those without becoming a whale ? Dimitri Carbonnelle (S
  7. 7. What’s different about Small Companies ? Price Potential Cost Sales Costs Large Medium Small• Higher price BUT distribution and sales force costs can outweigh it• Expectations close to medium and large companies Dimitri Carbonnelle (S
  8. 8. Impact ?• From Small Business perspectiveOversized Undersized(B2B solutions) (B2C solutions)• From vendor’s perspective Too fragmented Too expensive to cover Vs Vs Dimitri Carbonnelle (S
  9. 9. Opportunity  Untapped Market Goal : Provide the fittest solutions at the most appropriate cost Dimitri Carbonnelle (S
  10. 10. How can we handle it ?• Eliminate Too much customisation• Move Administrative & repetitive tasks• Digitize All tasks that can be done directly by customer  So you can Focus on the Value Dimitri Carbonnelle (S
  11. 11. Eliminate : Too much customisationB2C Mass Standard Mass Customisation ModularB2B Customisation Customized Dimitri Carbonnelle (S
  12. 12. Move : Mix B2B & B2C selling strategies B2B B2C Dimitri Carbonnelle (S
  13. 13. Move : Massive CatchingUse B2C techniques to - Build and qualify your database - Filter out - Get « Sales Ready » LeadsUse B2B techniques to - Deepen customer needs - Adapt offer - Transform into sales Dimitri Carbonnelle (S
  14. 14. Digitize : Self-ServiceReduce the hassle of the customer and yours … - Self Customisation through internet (web/mobile) - Direct access to billing info, analysis - Self - adaptable offers Dimitri Carbonnelle (S
  15. 15. Focus on valueOptimize costs at your customer : - Reduce unnecessary costs (unused lines, inadequate offers…) and increase customer loyaltyOffer real solutions to solve customers issues - Critical applications - Solutions for their Sales Reps, Technicians… - Help to build partnerships Dimitri Carbonnelle (S
  16. 16. Key Messages• « Blue Ocean » Market  Think out of the box• Mix B2B & B2C Strategies• Adapt your organisation to fulfill SME needs without jeopardizing your margins : - Industrialize your solutions & processes so they are reusable - Push digitization : Self Care, Self Buy, Self Customize… - Make it simple for your customer and you ! Dimitri Carbonnelle (S
  17. 17. Questions ?Dimitri Carbonnelle
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