Why there is a gap between your B2B solution and the market

As a business-to-business company, you may want to increase your marketshare and secure your future profitability by addressing new market niches and product areas. This requires investing heavily in the development of innovating product or solutions.

However, once your new solution is ready, as a B2B company you will face another challenge which is no less important. You will need to bridge an immense gap between your (supposedly unique) solution on the one side, and potential customers on the other side. Because the market is not waiting for your new solution, and probably not even aware of its existence.

What do you need to do in order to turn business-to-business into business-to-profit?