AMI-Partners (ami-partners.com), a global SMB insights and strategy consulting firm, classifies “small businesses” as those which have fewer than 100 employees, and “mid-sized” as those which have between 100 and 999 employees. And according to them, the software/IT services needs of the SMB market in the US will grow to $35 billion this year.
Enterprise software and IT vendors have for years targeted the SMB market for a lot of reasons, such as potential, demand, and flexibility. But because these small and mid-sized companies comprise the majority of the business market, vendors have been struggling to really grasp their interest. They offer the best goods and services and they paint a bright future in front of the decision-makers, but half of the time they miss their mark because they don’t have a system of segmentation.
So how does one attack the SMB market in the hopes of selling software or IT services?
Recognizing the need
Companies in the SMB market use technology to stay in the game and gain traction in their financial success. Some of these companies have 100% need of IT, while some are interested in technology just for the sake of technology.
Read the full article here: Understanding SMB software and IT needs, or the lack thereof
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