Insights — Channel Creation & New Revenue Streams — 3 min read
How to Create a Commercial Version of a Consumer Service
Scaling a consumer service for B2B requires more than just doing more of the same. It requires rethinking your service level agreements, your reporting, and your pricing.
In short
To create a commercial version of a consumer service, you must standardise your delivery processes to ensure consistency at scale, introduce formal Service Level Agreements (SLAs) that define accountability, and build reporting mechanisms that allow B2B buyers to demonstrate the value of the service to their internal stakeholders. This shift usually involves moving from a 'pay-per-use' model to a structured contract or subscription that provides the business client with predictability and dedicated support.
What works for an individual customer will often fail when applied to a corporate client. Businesses have higher expectations for reporting, accountability, and reliability.
Adapting your service for B2B means moving from 'doing the job' to 'managing the outcome' for a professional buyer.
Designing for corporate needs
Businesses do not just buy your service; they buy the peace of mind that the service will happen as promised. This means you need better communication, better documentation, and better reporting. A consumer is happy if the job is done; a business is happy if the job is done and they have the report to prove it to their boss.
Commercial reasoning: Scale and risk
B2B work often involves greater scale and higher risk. If you are cleaning ten homes, a failure is a nuisance. If you are cleaning a ten-storey office block, a failure is a breach of contract with significant financial penalties. Ensure your insurance and your delivery capacity can handle the increased stakes.
Validate before you build
Talk to your potential B2B clients about their pain points. What do they hate about their current providers? Use these insights to build a service that actually solves their problems, rather than just offering a 'bulk' version of your B2C service.
When NOT to do this
Do not attempt a B2B service if you cannot guarantee consistency. If your service relies on the unique skills of a few individuals, it will not scale to meet the needs of a large corporate client.
Could your business support another route to revenue?
Evans Channel Creation identifies, validates and builds additional revenue channels from capabilities a business already has — B2B to D2C, D2C to B2B, product to service, recurring revenue or partners — and says so plainly when a channel should not be built. Programme from £1,995 + VAT per month over six months.
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