2011 Small and Medium Business Routes-to-Market

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2011 Small and Medium Business Routes-to-Market

  1. 1. Identify Need Purchase Information Channels Sources Finalizing View Results Advise on Evaluating Purchases Solutions Developing a “Short List” Routes to the SMB Market: Roadmap for Technology Solution Vendors SMB Group’s “2011 Small and Medium Business Routes to Market Study” analyzes how U.S. SMB decision-makers learn about, evaluate and buy software and services technology solutions to help run their businesses.By analyzing the entire process, from needs identification through the actual purchase, vendors can do a more effective job of educating, reaching and selling their solutions to SMB customers. Based on a survey of 688 SMB decision-makers, the study provides vendors with insights into the SMB decision-making cycle in nine key solution areas.

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