Selling to Small Businesses

Three companies “own” the SMB market in the U.S. for accounting software packages. Intuit’s Quicken (and QuickBooks and Quicken Online) products dominate overall, especially at the smaller end (under 20 employees).  Best Software’s Peachtree has a foothold at the larger end of small business.  And Microsoft dominates the midsize business market (500 – 1000 employees). That’s according to [...]

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 [...]