We're in the final stages of building an online quoting system that automates quoting and lead generation for B2B companies, via their own website. The overall market for our software is large - basically any business that generates quotes, which is typical for B2B. The question is, how do we drill down on that and find a specific target market(s) within the B2B space? What are others out there doing to find out who truly benefits from your product the most, and with the easiest sell?
We are confident in the product, as we started by scratching our own itch and have since sold it to several other businesses on an ad-hoc basis who love it. That said, the companies we've sold it to thus far are in diverse industries and we haven't sold enough of them to find a solid pattern. Our approach thus far has been to market it as a generic "quoting" product, but we've found that not very many businesses are searching for such products, probably because they don't know that they exist. We did launch a private beta recently and have received about 200 signups, but would like to build a good strategy for promoting the product to specific niches once we launch.
I'm interested to hear others' stories, as I don't doubt that some of you have faced similar challenges.