compuBase's last study focuses on the SMB market in Europe, Middle East and Africa.

CONTENTS:

> Market characteristics:
- SMBs are on the outlook for the latest IT & Telecom technologies
- more cost-conscious than larger companies
- this market represents 40 to 50 % of GDP...

> European SMBs:
- different penetration rates for IT equipment
- EE countries represent a large potential SMB market for technology
- slow and steady growth strategy
- lack of IT expertise...

> Advantages and disadvantages of working with SMBs:
- multiple channels
- less demanding than larger firms
- more exposed to financial risks...

> Channel partners addressing to SMBs:
- most of the Channel partners target SMBs
- they have a higher share of Network & Telecom products than all resellers...

> How to work efficiently with SMB partners:
- price is an essential factor for the final decision
- important to focus on the quality of service...

> Key figures on: vertical markets, technical skills and sales methods

> Retail: an alternative way to reach the SMB market

> The role of wholesalers in the SMB segment

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