Pivotal Scientific’s B2B Service: The What, the Why and the How

Jenny Gillard

Jul 16, 2020

Meeting Photo

Anyone who works in a Business development capacity or a Sales Manager role will tell you that it takes considerable effort, project management and determination to turn a cold-call into a budding relationship, be it with new partners, suppliers, distributors, etc. We know this to be true in every field, not just life sciences.

B2B relationships can also take time to develop so, add to that a strong foundation of respect and trust with your budding B2B contact, and you can understand why and how Pivotal Scientific’s B2B service came into existence: we have been around for many years and already established such relationships!

“So how does the service work?”

As with every person, each company is different and the approach unique. We do not simply apply the same B2B Service methodology to each client. Instead, we employ our logic and knowledge from 30+ years of industry learning to create a tailor-made solution. In short, Pivotal Scientific is flexible to your needs.

Examples:

  • Perhaps your company already possesses a strong Sales Network of Distributors and OEM partners but cannot seem to secure a Distributor in a particular territory. We can help.
  • Maybe your company is in the early stage of its lifecycle so a whole Sales Channel outreach effort, including both Distributors and OEM partners, might be more suitable.
  • Or, the company has been running effectively for several years, but it needs that commercial boost. Again, we can tailor our service to offer such a solution.

For the latter, as an example, the following parameters enable Pivotal Scientific to consider the current company situation and help move it to where it wants to be:

Reviewing the existing Sales Channel means considering ALL B2B partners in the business (which we can cover in a preceding detailed Business Plan service should you wish):

  • Distributors:
    • Are there territories not currently covered by existing Distributors?
    • Who/where are the poor performing Distributors? Might our client be better represented by a Recommended Distributor or another Distributor we know well?
  • OEM:
    • Are there other OEM companies Pivotal Scientific know of who could be interested in this company’s products?

By knowing those key players AND who to contact within these organisations, we can improve communication and, ultimately, help the united aim to improve sales. In addition, when we action such an outreach with focus and determination to gain feedback, we naturally schedule follow-up activity to non-responders to gain that all important final answer where possible.

“What are the options?”

Depending on your desires or needs, we can offer the following service options:

  1. One Distributor in one territory (one-off project)
  2. Several Distributors in several territories (one-off project)
  3. OEM partners (to OEM-in your products) – (over 12 months)
  4. Sales Channel review and outreach – (over 12 months)
  5. Whole Sales Channel creation via outreach and continual review – (over 12 months)

…do you have something else in mind? Let us know.

“Why action Pivotal Scientific with this service?”

In short, we recommend your brand by investing our time in researching and reaching out to our known contacts to offer your product/product range for their review.  For example, one can only imagine how many Suppliers contact a Distributor each day. By working with Pivotal Scientific, we actively promote your company to our known contacts at our known Distributors/OEM partners of choice thereby increasing the likelihood of gaining feedback for your company.

“What if we already have a Business Development Manager in house?”

Fantastic! We would not work to the same focus nor would we compete with them; the risk of potentially contacting the same outreach recipient would not reflect well for the company. So, instead, we would assist them by generating those positive leads for them to then handle in house. Only if you would like our help with the onboarding would we get involved to that point: Pivotal Scientific can help to the level you need.

Not sure? Why not contact Jenny to organise a FREE VC to determine where you are at, where you want to be and how this service could help you.