Marketing Apps Revision

1. Distribution Methods (B2B & Services)

1. List other products or services your customer’s use.
- What problem are your customers trying to solve when they buy from you?
- Are there complementary services or products that come before or after they join you?
- What else may be on your decision-maker’s plate at the time they buy from you?

2. Find organizations that already have access to your prospects. Think broadly about
- Media they consume (online content, podcasts, industry publications, newspapers, etc.)
- Services they subscribe to
- Consultants or vendors they work with
- Companies they buy from regularly
- Organizations they belong to
- Events they attend

The organizations you’ve listed are potential distribution partners or channels for you!

Here’s another distribution option: partner with a company whose customers need your service.
Geek Squad – Piggybacking
Let’s say you’re launching a new tech support service. You could knock on doors and market your services locally. Or you could raise millions and spend it on marketing, physical locations and overhead.
Instead, Geek Squad partnered with Best Buy to offer their services right inside their stores. When Best Buy sells a computer, customers know that Geek Squad can service it if they have any problems. They even promote the Geek Squad brand in the parking lot.
This partnership was so successful that Best Buy acquired Geek Squad in 2002.

B2B and B2C channel differences

- B2B channels are generally smaller (fewer intermediaries).
- Narrow variety of members (Distributors & Reps)
- Growth of E-Commerce (Direct Distribution)
- The Intermediary can be a substantially bigger business.

Designing a B2B Channel

Film Industry

1. Writer
2. (Agent)
3. Production Company
4. Editing
5. Distribution / Security – Leaked / Piracy
6.