What are general B2B strategies?

What are good strategies to begin a B2B software business besides going out to events?

• I'm curious about how would someone start a B2B software business and acquire customers. I've read about some startups acquiring government contracts but surely you need a prototype of some sort to show what you're doing? And certainly, some businesses (especially large corporations) are fairly closed so how would companies like Salesforce acquire big customers?

• Answer:

  You mention Salesforce and we make a mobile CRM so I'll speak to that specifically. We originally built CallProof as a solution to an internal problem with very little intention of taking it to market.  Our CEO showed it off to some colleagues and they suggested they would like something similar so we started adding features.  We ended up with a customer base before we even had an LLC established because we were solving a problem other businesses in the same space (wireless sales) were trying to overcome as well. Since then we've done EVERYTHING we could think of to acquire customers.  Cold calling campaigns, conferences, email, speaking engagements, networking events, etc.... However our biggest profit driver has been the product itself.  We solve common problems in an easy-to-digest format.  We provide excellent support.  Our solution is customizable without the intervention of a consultant.  We're also easy to do business with. Companies like Salesforce leverage their size and their marketing budget.  We don't have the option to utilize those types of resource so we leverage what sets us apart from the big boys. In summary: 1) Create a solution. 2) Find people close to you that can benefit from the solution. 3) Listen to their feedback. 4) Be open to change.