For B2B software vendors

Finding new clients as a B2B software vendor of 15 to 50 people

Trouve Tes Clients helps B2B software vendors of 15 to 50 people prospect SMEs by talking about their business problem: spotting accounts and signals, addressing each message to the right buying role and qualifying before offering a demo.

A vendor selling to SMEs often writes to “the SME” as if it were one person, and describes its features. This page describes prospecting built on buying roles and the client’s problem, and what Trouve Tes Clients does in it.

Updated on 13 October 2026

The problem: features presented to the wrong person

In a very small company, the managing director uses the tool, pays and decides. In an SME of fifty people, these three roles are often held by three people, with three different questions. A single message written for “the company” answers none of them.

Then there is the cost of demos that lead nowhere. Take an example calculation: ten demos a month that lead to nothing, at an hour and a quarter each including preparation and follow-up, add up to twelve and a half hours of work. The full reasoning is in the guide to selling software to SMEs.

How it works, in five steps

These steps follow the five-stage system (target, understand, personalise, prospect, manage), applied to a software vendor.

Target: go back over your last ten signed deals and note who used the product, who paid and who said yes. The pattern that emerges defines your ideal customer better than any general model.
Understand: watch a few buying signals specific to a vendor, such as hiring for the user role, a new managing director or department head, visible growth, or a prospect saying themselves that their current tool no longer suits them.
Personalise: write for the role. To the owner of a small company, talk about their time; to the user in a larger SME, talk about their daily work, without naming a feature, and ask how the topic is handled today.
Prospect and qualify: before any demo, check the problem, the decision-maker and the deadline, as explained in the article on meetings that go nowhere.
Manage: demo on the prospect’s own case, in twenty minutes, starting from how they work today, and end with a dated next step. The structure is in the 30-minute first meeting.

What a message must not claim

Do not infer that a prospect’s contract with another vendor is ending from sources that are not public, and never state it in a message as if you knew. The first competitor of SME software is often a spreadsheet or a habit: a question about how things are done today opens the conversation better than a comparison.

What Trouve Tes Clients does for a software vendor, and what it does not do

Trouve Tes Clients for a B2B software vendor of 15 to 50 people
	Trouve Tes Clients
Who it is for	Managing directors, founders and sales leads of B2B software vendors of 15 to 50 people selling to SMEs in France, Belgium, Switzerland and Luxembourg.
What it does	Helps you define your ideal customer, analyses the profile and posts you provide, gives a score and highlights the buying signals found in that information, suggests a message tailored to each prospect and organises follow-ups and meetings in a pipeline, with a built-in booking page.
How the message is sent	On LinkedIn, you review the suggested message, copy it and send it yourself. By email, campaigns and sequences with unsubscribe management.
What it does not do	It sends no LinkedIn invitation or message on your behalf, does not guess your prospects’ contracts with other vendors and replaces neither your qualification nor your demo.

For the rules that protect your account, see prospecting on LinkedIn without risk.

Frequently asked questions

Who should you write to in an SME when selling software?

It depends on the size. In a very small company, to the managing director, who uses, pays and decides. In an SME of around fifty people, first to the user or their manager, giving them what they need to convince the payer and the decision-maker.

Should the first message present the software’s features?

No. A list of features forces the prospect to work out what they would change for them, and most do not. The first message describes a recognisable problem and asks how things are done today.

When should you offer a demo to an SME?

When three things are known: the problem expressed by the prospect, the person who decides and the deadline. If they are missing, the demo is premature. Once the prospect is qualified, it is built on their case and ends with a dated step.

Which buying signals should you watch for B2B software?

Hiring for a role your software would lighten, a new managing director or department head, visible growth (a new site, a growing headcount), or a prospect saying publicly that their tool no longer suits them. Note the date and source of each signal: a signal that is three months old no longer justifies a message.

Does Trouve Tes Clients automate a vendor’s LinkedIn prospecting?

No. The tool prepares the targeting, the analysis and the message; you review it and send it from LinkedIn yourself. For email, it offers campaigns and sequences with unsubscribe management.

In which languages are the messages written?

In the prospect’s language: French, English, German, Dutch, Spanish, Portuguese or Luxembourgish. This helps a vendor selling in Belgium, Switzerland or Luxembourg. The message still needs to be reviewed before sending, in every language.