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What do you mean, the customer doesn’t come first?

Industry Analysis Mon 8 Oct 2018
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General partner at Concrete VC
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Taylor Wescoatt, general partner of Concrete VC, a PropTech startup platform, looks at how tech businesses can best engage with end users.

In the B2B world, sales decisions come down to a handful of criteria; data, price, quality and relationships. Driven by companies wanting to see an impact on their bottom line. For startups looking to engage a corporate partner, delivering a compelling pitch that highlights the impact on a business has to start with insights from the final customer in the chain.

In the property industry it’s clear that the winners will increasingly be the ones focussed on the end user. AirBnB, Uber, and WeWork are great examples of thinking this way. Real estate is an established industry looking for new ways, including Startups, to fix issues that have been around for decades. Real estate is not alone, everything from insurance to social care is experiencing similar challenges.

In the property lifecycle, participants in the value-chain are typically focussed on delivering their bit, and then handing it off to the next person in the chain. Architect > builder > owner > operator > and then, finally, to the person or employee who actually lives or works there....