This post is Part III in series called “How To Pick a Target Market for a B2B Startup.” To start at the beginning, click here. Marketing guru Regis McKenna once wrote, “marketing people should be on the road half the time–meeting customers, talking to people, building relationships, and seeing where the next product is going.” You
This is Part II in a three-part series about finding your ideal target market. Click here if you’d like to start from the beginning. In part I of this series, I showed you how to use brainstorming and a bit of research to build a short list of potential target markets for your B2B startup.
In a B2B startup, there are two questions that you must answer before your company gets very far: what is the product, and who are you going to sell it to? In today’s post, I’m going to focus on the second question, and show you a 3-part process you can use to find the exact target