the company's area of ​​activity - sales or production;

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Thus, in B2B marketing, you need to focus first on demonstrating the value and benefits of the product, use complex sales systems - you will need from 6 to 10 "touches" with a potential client for the deal to take place. It is also important to increase the perceived expertise of the company and form a reputation as a responsible and effective partner.

Segmentation of target audience in B2B
Before developing a marketing strategy for a B2B company, it is necessary to collect data, segment the market and more precisely define the target audience of the business. The criteria for segmenting potential customers can be as follows.

Geography
Where the company's head office and branches are located, in what territory it operates. This includes the country, region and city.

Geography determines the specifics of logistics and communication with a potential client, and also indirectly indicates the scale of his business. For example, you can segment the base by criteria - federal, regional and city companies.

Business size
The size of an organization can be described using various indicators - the volume qatar phone numbers list of production or sales last year, the number of employees, branches or clients. Choose the criterion for which information is available to you.

Conventionally, all companies are divided into small, medium and large. Their tasks and needs, budgets, and decision-making process usually depend on their size. The smaller the business, the less bureaucracy and approvals.

Specifics of work
This includes:

industry, such as medicine, education, construction or tourism;
type of ownership - individual entrepreneur, LLC or NPO;
what kind of clients the business is focused on - corporate or retail;
life cycle stage, such as startup or established company;
assortment and pricing policy - economy, middle segment or VIP.
Data on the specifics of the work can be supplemented if it is important for your business. For example, metal manufacturers can segment potential B2B clients also by raw material procurement channels - with or without tenders.

Problems and needs
Determine what the business's current challenges are - what the company is currently lacking and how you can help solve this issue.