PRODUCTEA with Leah, Growth & Senior Leadership

79: Erin Papworth - Transitioning a product upmarket from B2C to B2B

Oct 13, 2024

In a riveting conversation, Erin Papworth, CEO and co-founder of Navit, reveals insights from transitioning a product from B2C to B2B in the fintech sector. She discusses the importance of innovative engagement strategies and the need for behavioral changes in financial habits. Erin also tackles challenges in creating sustainable business models while addressing financial stress and mental health. Plus, she shares her firsthand experiences navigating the complexities of selling to HR and financial leaders, emphasizing the significance of human connection in a digital landscape.

47:55

Episode guests

Erin Papworth

AI Summary

AI Chapters

Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Transitioning from B2C to B2B requires a strategic focus on understanding and addressing employer needs around employee financial wellness and benefits.

Innovative financial management tools that incorporate gamification and user-friendly interfaces enhance engagement and promote healthy financial habits among users.

Building strong relationships with HR professionals is crucial for gaining insights into employee needs and improving financial health product offerings.

Deep dives

Market Advantage Through B2C Experience

Entering the B2B2C space with a background in B2C marketing offers a competitive edge, particularly in enhancing customer engagement. Companies transitioning from B2B2C often overlook the importance of active user engagement, which is a cornerstone of B2C strategies. Drawing on effective marketing tools and engagement practices familiar to B2C advocates enables the development of innovative products aimed at user retention. Understanding how to craft engagement tools effectively from a B2C perspective can lead to successful collaborations in the B2B arena.

Intro

2min

Balancing Life and Business: A CEO's Journey

13min

The Struggle for Human Connection in a Digital World

2min

Navigating Attention, Motivation, and Financial Health in Workplaces

3min

Navigating Financial Institutions and Employee Well-Being

6min

Navigating the Shift from B2C to B2B: Strategies for Engaging HR and Financial Stakeholders

4min

Navigating B2C to B2B Transition

18min

Learnings from the transition from B2C to B2B in the fintech space focus on what can be carried over and what not. Forming behavioral habits and the challenges of building a sustainable business model while addressing the social determinants of financial health were just a few topics in this fascinating episode I recorded with Erin Papworth.

The complexities of navigating the B2B sales landscape suddenly after selling to individuals.

takeaways

“The core concept was how can we get people to do something for less than three minutes a day around their finances.”
The shift from B2C to B2B requires different strategies.
Internal tools often fail to meet market needs.
Navigating the complexities of B2B sales is a learning process.

Chapters

06:00 Innovative Approaches to Financial Health

11:48 Engagement Strategies in Fintech

18:12 The Human Connection in Financial Services

24:06 Building a Sustainable Business Model

27:22 Financial Stress and Mental Health Nexus

30:39 Challenges in Internal Tooling for HR

32:31 Pivoting from B2C to B2B Strategies

36:03 Data-Driven Insights for HR

40:56 Navigating the B2B Sales Landscape

Send us a text

Leah on Linkedin / Twitter / Youtube

Get the Snipd
podcast app

Unlock the knowledge in podcasts with the podcast player of the future.

AI-powered
podcast player

Listen to all your favourite podcasts with AI-powered features

Discover
highlights

Listen to the best highlights from the podcasts you love and dive into the full episode

Save any
moment

Hear something you like? Tap your headphones to save it with AI-generated key takeaways

Share
& Export

Send highlights to Twitter, WhatsApp or export them to Notion, Readwise & more