The small and midsize business(SMB) market would be enormous and diverse. And it would be a collection of hundreds of individual geographic and vertical market segments. Therefore, SMB sales strategy and optimizing sales efforts is essential.
- Sales Stratetegies for all sizes of IT Companies
- Do not sell them IT component. Offer valuable business solutions (i.e. speed up Web server, cashing or load-balancing appliance)
==> Complete and integrated soulutions for addressing their unique requirements
- Do not ignore strategic selling. Buying behavior, psychograghics and technology stance suitable for SMBs is important
- Show the money. Cost justification and proof ROI(return on investment)
- Build references and use them. Develop multiple references by target industry and build marketing programs
- Develop a reputation. Reliable systems and value a Vendor's reputation for after-sales support
- SMB Sales Strategy for Large IT Companies
- Limit the target market for direct selling. Segement the market by region, size and vertical industry
- Build a channel program to indirectly target smaller oppertunities. Need to leverage some of the thousands of specialized small and midsize IT solutions company
- Launch a strategy that combines direct and indirect efforts
- Leverage telesales and e-sales to enhance efforts
- Sales Strategy Model for Selling IT Solutions to the SMB Market
| Sales Force | SMB Segment(No. of Employees) | Usage | Relative Selling Cost | Potential Impact |
| Direct Sales Force | 750-1,000 | S | High | High |
| Indirect Channel Partners | 1-750 | S | High | High |
| Telesales | All | SP,Q,PS,L | Medium | Midium |
| E-Sales | All | PS,L,C | Low | Medium |
(S=complete sales cycle, Q=presales process, L=launch promotions, C=close biz/take orders, SP=sales support)
- SMB Sales Strategy for Small and MidsizeIT Companies
- Take advantage of established relationships within local market
- Get involved with local groups or associations
- Become a recognized expert
- The SMB market is massive and diverse. Focus target narrowly.
- Large IT solutions companies must target direct sales efforts. Get channel partnerships for penetration into the rest of market
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