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SMB Market: How can the ICT Channel help you?


The SMB market represents many opportunities for the IT & Telecom hardware manufacturers and software publishers.
But addressing this market requires a specific Channel Strategy, different from that used for larger accounts.

This compuBase study provides a detailed analysis of IT & Telecom Channel organisation within the SMB market.


Content

SMB Market: How can the ICT Channel help you?

> 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...
Provide a detailed analysis to understand better the IT & Telecom Channel organisation within the SMB market.

> 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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