Philip Charles-Pierre, CEO of Semsee, shares strategies for growing B2B2C companies, and how to build products for both business customers and consumer end users.
B2B2C is a business model where a company sells its product to a business customer who then distributes or sells it to consumer end users. It can be a highly profitable strategy, but there are also a number of significant challenges that B2B2C companies need to overcome.
This week’s guest, Philip Charles-Pierre, has over 20 years of B2B2C experience, so he has a wealth of knowledge to share about this model. Philip is the CEO of Semsee (formerly MRLN), a startup incubated by two large reinsurance hedge funds. The company is building an innovative product for agents and brokers in the commercial insurance market.
Generally speaking, Philip says there are two categories of B2B2C business models: You can build a custom product for a single business customer, or provide a product offering that your business customers can then white label.
Prior to Semsee, Philip launched B2B2C offerings at companies that formerly only had a B2C offering. To do so, he utilized distribution partnerships and white labeling packages.
Philip says the most common ways to price B2B2C engagements are time and materials, subscription, and revenue share.
You’ll learn a lot from this episode about business modeling, consultative sales, distribution partnerships.
Here are the highlights:
- Philip describes the most effective packaging models for B2B2C products (7:23)
- How B2C companies can transition to B2B2C (13:39)
- Philip shares how he validated the product roadmap for Semsee (15:32)
- The revenue models that are most effective for B2B2C companies (20:10)