What most B2B companies focus on:

What most B2B companies focus on:

- Product features

- Demo quality

- Marketing spend

- Sales headcount

What most B2B companies don't focus on:

- Distribution depth

- Vendor trust

- Customer switching cost

- Partner selection quality

In any commoditized market, the second list is what wins the decade.

The first list gets you to the demo.

The second list decides who was already in the room before the demo started.