Page 2 of 2
Overall, said Baker, SMBs are stingy with their dollars, and solution providers shouldn't be focused on longer-term projects because there's no indication those SMB customers are delivering on that investment. The larger end of the SMB segment, 500-999 seats, is more likely to spend, Baker said, but very small businesses are increasingly focused away from clients, and if they're spending, they're doing so on networking and storage.
Expect lots of contradictory messages coming from SMB customers about their spending priorities, Baker said.
"Smaller firms are not any more stable in their intentions," he said. "The best strategy is to take advantage of short-term opportunities. Don't let people create long-term budgets where they can later say, 'Well, I can't really spend on those kinds of things.' When they point to an opportunity or a problem they want to solve, that's when you have to make a sale. Catch them when they are ready to buy."
PUBLISHED AUG. 21, 2012
<< Previous
|
1
|
2
