That e-Commerce Episode

THAT MARKETING PODCAST •
EPISODE 18

Jay Desai, Head of Growth at Trend, shares his experience of how both B2C and B2B brands can navigate the world of e-Commerce. 

We’re used to e-Commerce as a buying model in our personal lives, but it doesn’t yet have the same sway in the B2B world. Jay draws on his own experience to explore:

  • Why Trend became an e-Commerce driven business:

Before, we were more on your traditional SaaS model, which is the monthly recurring revenue model. And what we found out was, people who bought our business and what they were using the product for, really didn’t align with that kind of recurring revenue model, which is why we switched to e-Commerce.

  • How B2B and B2C approaches have to differ:

There’s going to be a lot fewer steps in B2C And that’s because there’s usually only one buyer involved in the decision process. B2C is also all done on the website, whereas in B2B, there might be some other extra piece, someone might be hopping on a demo, doing a live demo, maybe participating in an onboarding call that really just doesn’t exist in B2C.”

  • What approach to take for maximum success out of the gate:

“For B2B e-Commerce, one thing that I always recommend is, having your price up there, being very transparent about the process, and just making it really easy for people to access things. 

About the Speaker

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Jay is the Head of Growth at Trend, a B2B SaaS platform that connects brands with content creators. Specialising in demand generation and marketing automation, Jay is also the host of The DTC Pod, which you can find on Spotify, and Apple Podcasts. 

About the Presenter

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‘That Marketing Podcast’ is hosted by Richard Wall. The marketing team’s jack-of-all-trades, you can find him attending and hosting webinars, split testing his way to success and chasing down those hot chilli leads. His passion for podcasts has led him to many an interview and investigation on all things Marketing for you to enjoy.

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