From selling shop by shop to selling through trade associations
Direct sales to small contractors was too slow to scale. Partners and trade associations put the product in front of whole rooms of buyers.
The business problem
Field service software, sold one contractor at a time. Selling shop by shop was slow and expensive. Growing that way meant hiring a lot more reps.
What needed to change
A way to reach many contractors at once, through people they already trusted.
What I did
I tested more than one route. Distributors and supply houses passed. The license price left their reps no margin worth chasing, so pricing ruled that channel out.
Partnerships worked. An integration partner's training sessions, a brand partner, and a handful of trade associations. I built education content with them and earned stage time and breakout sessions at their conferences.
What changed
Over time, a big share of the people in those rooms were already customers. They did a lot of the selling for me.
Talk it through with me.
Bring the problem, even if it's still fuzzy. We'll talk about what's going on, what might be behind it, and whether I'm the right person to help. If I'm not, I'll tell you.