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Is This The Place?
There was much discussion in the halls after an opening keynote from Joslyn Faust, principal analyst for Gartner's SMB Research Group, who offered a succinct explanation of what VARs are up against when they decide to sell to SMB.
"Quantifying the value proposition for small and midsize businesses is more important than ever before," Faust said. "Customers have business priorities, not technology priorities. They're not saying to you, 'I need a CRM.' They're saying, 'I want you to help me know my customers.'"
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