Stefan Repin
I help identify a reliable route to market with b2b clients | Account-Based Marketing expert | B2B Demand Generation for Regulated Markets
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June 20, 2022
One of the worst things that can happen to a #b2b #SaaS is
The lack of a subject matter #expert or #SME as a part of the #team.
Here is why you should have one.
First of all, having an SME is crucial for your branding as a company. Companies without solid #branding will compete on features. You spend more money and energy to persuade buyers if you compete on features alone.
Second, an SME will instill trust in #potential #buyers. "This is my #product, and I put my reputation on it." That's what an SME will think and say.
On a side note, if the SME is not well known in the #industry, ask your #marketing to make them well known!
Guest speaking, webinars, conferences, and @Forbes Councils are all tools to make your SME well known among his peers.
Third, a subject matter expert will tell your marketing or #sales if you are hitting or missing the mark regarding the message you are spreading and the strings you are touching in your customer's souls. Are you touching them at all?
@Peep Laja has this interesting term, "Do you even resonate?"
So you have to resonate with your buyers, but if you don't have an SME (who is a potential buyer, too, btw), then who will tell you if your product is good or bad.
What other benefits of having an SME on the team do you see?
June 20, 2022
