Apr

24

More on Segmenting the Small Business Market

April 24, 2005 | Leave a Comment

Joe Wilcox, a Jupiter Research analyst, offers an interesting piece on his weblog about segmenting the small business market – it’s well worth reading.  He says:
“In talking to vendors trying to sell goods or services to small businesses, I see two common tactical mistakes: Segmentation, if any, is by number of employees, or sales approaches are similar, if […]

Apr

17

Segmenting the Small Business Market

April 17, 2005 | Leave a Comment

One of the challenges any corporation has when selling to small and midsize business is how to segment the market in a meaningful way.
The research firm IDC segments the small business market in the United States for IT-related products and services, like this:

There are other ways to slice and dice the small and midsize business (SMB) […]

Apr

13

Developing a Channel Strategy for the SMB Market? One Word: Microsoft

April 13, 2005 | Leave a Comment

If you are serious about going after the SMB market, take a page out of Microsoft’s book.
Microsoft “owns” the small business market at the desktop level, in part because the Redmond giant takes good care of its channel.  Despite market power that would enable it to keep raising prices, Microsoft instead offers reseller and partner […]

Apr

11

The Franchisor and Baby Boomer Entrepreneurs

April 11, 2005 | 1 Comment

Once upon a time, being an entrepreneur was the exclusive domain of the young.  If you were older than 20-something, everyone assumed that you had no interest in starting a business.  By your 30s you’d already own your own business, they thought.  Or you’d be safely cocooned in a corporate career.
Of course, that WAS the […]