How to market "techie" solution to big companies?


5

I developed a neat but admittedly techy application/engine that could be used in conjunction with other services to enhance user satisfaction. I wrapped it up into a nice Web 2.0 app but as of now, it's just a (not too useful) novelty.

I'd like some tips on how to market highly-technical solutions to larger corporations that may be interested. I don't think something like Adwords would work in this case and I have no idea where to start.

I recently showed it to a graphic designer and asked if something like this would be useful. He said it could really aid in finding particular styles of photographs or refining text-based results. I had already planned to contact various stock-image websites and even though I've written business proposals before, I have no idea how to market something like this. (A friend suggested a freemium-style subscription service.)

Edit : To be honest, I probably misspoke when I said "big companies", I meant "any companies larger than an individual" :P -- I don't have the resources nor the time to turn this into an enterprise-level solution.

Marketing Web 2.0 Technical

asked May 25 '11 at 08:18
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David Titarenco
405 points
Top digital marketing agency for SEO, content marketing, and PR: Demand Roll
  • Side note: I just tried you service, but it does not seems to work as advertised. Searched for simple heart shape and the result is anything but a heart. – Ross 9 years ago
  • It's a bit finicky when it comes to the color (so if it's not bright red/pink you may not have found anything) and I don't think there's a pure heart shape in the database altogether -- but here's a decent search: http://imageshack.us/photo/my-images/571/heartbt.png/ -- (you'll notice two relatively good results in the top left and bottom right) – David Titarenco 9 years ago
  • It seems to narrow to me, If i have to know the exact color in advance. – Ross 9 years ago
  • This is like Google Search By Image - http://www.google.com/insidesearch/searchbyimage.html ? – David D C E Freitas 9 years ago

3 Answers


2

Welcome!

You should do the following steps:

  1. Guess about who in the company will be the best advocate for your software. It might be the CXO, or the specialist, who's problem you are solving.
  2. FIgure out what the most exiting part of your solution will be for this person. The specialist might be interested in a nerdy system, while the CXO wants to see how this fits with the overall strategy and is interested in ROI.
  3. Call the person directly. Do this by starting to call the big, medium or maybe small companies, who are the LEAST likely to buy your solution and who are located somewhere you do not want to service. This way you will gain valuable experience in punching the idea for them (you basically have 7 seconds to make them interested).
  4. Repeat the steps above to as you learn more and approach more and more interesting companies as you feel more confident.

Btw. I would not mind a link to your product, but thanks for asking.

Edit Based on that I now know, which product you have, I do not see a reason to sell this to big companies. It would be much faster to sell it to small ones. Like Graphic Designers (as you mentioned). Big companies are horribly slow with deciding upon buying something, unless you sell it to individual employees in the big companies.

answered May 25 '11 at 08:34
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David
1,567 points
  • Thanks for your comment! Edited my OP. – David Titarenco 9 years ago

1

To sell to big companies you need enterprise software with enterprise features sets. This just doesn't qualify in its present form. However you have a very promising start for a SaaS product with a low price point and broad market. It seems that you need to partner with two kinds a of people:

  1. A UX person (perhaps the graphic designer you mentioned)
  2. A marketing person

The product is an interesting idea but it is a very long way from being a "big company" solution.

answered May 25 '11 at 15:21
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Kenneth Vogt
2,917 points
  • Thanks for the reply! I probably misspoke when I said "big companies", I meant "any companies larger than an individual" :P -- I don't have the resources nor the time to turn this into an enterprise-level solution. – David Titarenco 9 years ago

0

Find the person who has the problem that your product will solve. Don't talk about your product. DO talk about their problems. Until you understand their problem deeply. Then discuss whether a tool that does X would solve the problem and whether they would pay for it (based on the additional value it brings). If they say yes, now you can start to talk about the product.

answered Jan 27 '12 at 18:49
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Nick Stevens
4,436 points

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