Be profitable with Small Medium businesses - SME - Catching the small fishes - Livosphere
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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... ...

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

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  • 1. Catching the small fishes ®How to turn small businesses intocustomers and being profitable ? Dimitri Carbonnelle
  • 2. How do you catch small fishes ? Dimitri Carbonnelle (S
  • 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. 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. In between ? Weight Ratio 1 / 3000 How ? Less dependant but Shark’s Prey Dimitri Carbonnelle (S
  • 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. 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. 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. Opportunity  Untapped Market Goal : Provide the fittest solutions at the most appropriate cost Dimitri Carbonnelle (S
  • 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. Eliminate : Too much customisationB2C Mass Standard Mass Customisation ModularB2B Customisation Customized Dimitri Carbonnelle (S
  • 12. Move : Mix B2B & B2C selling strategies B2B B2C Dimitri Carbonnelle (S
  • 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. 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. 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. 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. Questions ?Dimitri Carbonnelle