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Gartner
lead analyst, Craig Baty:
"Some thought SMBs would be price sensitive on everything,
but that's more of a consumer attitude. SMBs will spend money if
it's justified."
SMBs
are focused on protecting existing investments when evaluating new
IT products. Cost efficiency is a key selling point: any IT project
that will save the business money has a greater chance of success.
Tips:
Assess and understand the existing IT environment. Ensure your offering
integrates with it.
Figure out the cost savings that your solution may generate and
communicate these effectively.
Design a modular approach that can be phased in over time and/or
extended as required.
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