"Tactics of B2B Customer Acquisition," Yahoo Small Business >> Amit Kumar [COMMERCISM 2014]
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PARTY INSIDER HOOKUP: TACTICS OF B2B CUSTOMER ACQUISITION, Amit Kumar, VP & Head, Yahoo Small Business
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This document outlines a digital marketing presentation for startups on acquiring customers online. It discusses the changing landscape of B2B purchasing where most research is now done online. It emphasizes using both inbound lead generation techniques like content marketing and SEO as well as outbound techniques like email marketing. The presentation covers defining your value proposition, targeting the right buyers, developing a customer acquisition process with steps for driving traffic, converting visitors, purchasing, and retaining customers. Personas are presented as a way to better understand target buyers. Overall it provides a framework for startups to effectively use digital marketing to generate and convert leads into customers.
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Alibaba
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Business strategy of amazon
Amazon launched its B2B platform AmazonBusiness.in in India to address inefficiencies small and medium businesses face in procurement. It operates a dedicated warehouse in Bengaluru and aims to provide products from over 100 Indian manufacturers to SMEs within 2 days. Porter's five forces analysis shows low threat of substitution and new entry currently due to Amazon's expertise and network. The platform targets the 46 million SMEs in India, which represent 45% of manufacturing output but 90% have no internet access currently. Amazon plans a phased strategy to expand its online B2B distribution from metros to semi-urban and rural areas over 18 months.
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Amazon vs alibaba
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2) Considering competition, costs, customers, and industry customs when setting prices.
3) Common pricing models like cost-based, value-based, flat-rate, and dynamic pricing.
4) Using bundling to provide incentives and disguise prices.
5) Segmenting customers based on attributes to set personalized prices.
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1. The document discusses the concepts of product/market fit and how to achieve it through building minimum viable products and getting user feedback.
2. It emphasizes the importance of developing something with real customers in mind from the beginning and continuously learning through iteration.
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B2B Client Acquisition For Marketing Agencies and Software Companies
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Yahoo! case study
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Amazon vs Wal-Mart
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Yahoo aims to launch an Arabic version website and expand its services and presence in the Middle East market. It acquired Maktoob.com in 2009 to gain a foothold in the region and compete with Google. Yahoo opened new offices in Dubai and Amman to enhance its position in the Middle East and provide services in Arabic. It also launched safety initiatives like "Yahoo Oasis of Safety" to educate children and families in the region on internet safety. Yahoo hopes this strategy will help it succeed in building a major brand in the Gulf region.
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Watch the webinar recording: http://bit.ly/2AdtSVa
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New Venture GMU Presentation by Silver Beacon Marketing
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- 1. Amit Kumar VP & Head, Yahoo Small Business TACTICS OF B2B CUSTOMER ACQUISITION
- 2. TACTICS OF B2B CUSTOMER ACQUISITION I’ve built a webapp. How do I get customers??
- 3. @akumar Yahoo Small Business Amit Kumar VP & Head,Yahoo Small Business Founder/CEO, Lexity (acq.Yahoo) VP Product, Dapper (acq.Yahoo) Director Product,Yahoo Web Search
- 4. @akumar Yahoo Small Business App Retailer Customer 𐄂
- 5. @akumar Yahoo Small Business Audience for this talk ✓ Product ✓ Early validation ✓ Product-Market Fit ✓ Early customers
- 6. @akumar Yahoo Small Business
- 7. @akumar Yahoo Small Business small < $100k GMV midsize $100k - $1mil GMV enterprise $1mil+ GMV
- 8. @akumar Yahoo Small Business Distribution app marketplaces web design firms online advertising ad agencies bundling with apps viral adoption enterprise sales
- 9. @akumar Yahoo Small Business app marketplaces web design firms online advertising ad agencies bundling with apps viral adoption enterprise sales
- 10. @akumar Yahoo Small Business viral adoption
- 11. @akumar Yahoo Small Business bundling with apps viral adoption
- 12. @akumar Yahoo Small Business web design firms bundling with apps viral adoption
- 13. @akumar Yahoo Small Business web design firms ad agencies bundling with apps viral adoption
- 14. @akumar Yahoo Small Business web design firms online advertising ad agencies bundling with apps viral adoption
- 15. @akumar Yahoo Small Business web design firms online advertising ad agencies bundling with apps viral adoption enterprise sales
- 16. @akumar Yahoo Small Business app marketplaces web design firms online advertising ad agencies bundling with apps viral adoption enterprise sales
- 17. @akumar Yahoo Small Business self-hosted cloud-hosted marketplace small ✓ ✓ midsize ✓ ✓ enterprise ✓ ✓ Magento Shopify, Yahoo Stores Etsy, Bonanza
- 18. @akumar Yahoo Small Business self-hosted cloud-hosted marketplace support/ prof. services add-on features app rev-share transaction rev-share listing fees monthly fees Revenue Model
- 19. @akumar Yahoo Small Business app marketplaces Shopify, Yahoo Stores Intuit, SalesForce
- 20. @akumar Yahoo Small Business app marketplaces ✓ Strategic importance to platform ✓ Technical integration costs ✓ Tactical focus & resources
- 21. @akumar Yahoo Small Business app marketplaces Traffic Drivers • Ratings & Reviews • Forum Boards • Support Upsell • Sales Upsell • BD-driven Integrations ! • Marketing Promotions • Control Panel • Marketplace • Newsletters • Order flow
- 22. @akumar Yahoo Small Business app marketplaces Case Study: Yahoo Small Business • Web Hosting, Ecommerce, Local Businesses • Well over 1 mil subscriptions - credit cards on file • ‘Commerce Central’ - App Marketplace (via Lexity) • Heavy focus on promotion of Partner Apps • Simple/trivial integration - once for all product families
- 23. @akumar Yahoo Small Business •Reach me at @akumar •http://smallbusiness.yahoo.com •Get on Commerce Central now!