Mark Osborne, MBA, CEPA®Enterprise Value Revenue Systems for B2B founders who want to break through revenue roadblocks, Modern Revenue Strategies · Agent Evers - Mark Osborne's agentic tool for building Enterprise Value Revenue Systems for B2B companies from $2M to $20M

The Benefits of Going Up-Market for Your B2B Tech Consulting Firm

26 Apr 2024 · 1 min

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This content was created by Mark Osborne, MBA, CEPA®. This content was uploaded by Mark Osborne, MBA, CEPA®. This is a YouTube video titled "The Benefits of Going Up-Market for Your B2B Tech Consulting Firm" (published 2024-04-26). The excerpt is a spoken segment by a single speaker (labeled SPEAKER A) discussing go-to-market strategy for B2B tech consulting—using Salesforce as an example—contrasting small-business vs. enterprise clients, noting operational challenges of short, small-client engagements (limited billable hours and staffing difficulties) and arguing that longer up-market engagements (6 months to a year) allow you to add more value to customers.

Chapters

When we— Salesforce has a need from small business all the way up to enterprise. And so it's about how much value can you deliver to those specific niches. And so when you're starting out, Salesforce may give you, or you may find small businesses that they'll, you know, give you some, you know, some business. But from an operational perspective, it's very challenging to jump in and out of small clients. And, you know, because the billable hours may only be a month. Or a few weeks, and it's hard to have a staff that's dedicated and knowledgeable when they need to be working full-time. It's better when you go upmarket and you have a 6-month, year-long engagement. We can add more value, the customer gains more.