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Reselling to Small Businesses


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.


Channel Websites
ARN Whitebox Special Sections:
ARN Whitebox

Distributor Directory
CRN Whitebox

Whitebox Special Report in CRN Magazine 13 Jun 2005: Copies are available from Compucon on request.


Flashback: Compucon Advises Resellers to Focus on Service
CRN White-box seminar, 14 July 2005



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