One area I see a number of entrepreneurs struggle with is building a product that is truly a must-have for their customer. While it’s true that every spreadsheet is another SaaS app, the reality is that if what the app does is only slightly better than the spreadsheet, it’s going to be a nice-to-have and not a must-have. Why? Because spreadsheets are commonplace, well understood, and people don’t like change. The most successful B2B apps are must-haves.
Here are a few ideas for assessing if an app is a must-have:
- Customers say things like “I don’t know how I did my job before XYZ” and “I can’t run my business without XYZ”
- If the app goes down, customers are calling immediately (as opposed to shrugging their shoulders and not caring)
- Customers use the app multiple times per week, if not daily, to accomplish something important
- Is the app clearly in the path of revenue?
- The results (value delivered) are not possible without specialized software (e.g. the data isn’t available without the system capturing it, the data size is too large to process it in spreadsheets, the data is too siloed, the data is too large to be actionable without automations, etc.)
Building a B2B app is easy. Building a must-have B2B app that hundreds or thousands of customers use is incredibly hard. Build a must-have B2B app whenever possible.
What else? What are some more thoughts on the idea that the most successful B2B apps are must-haves?