The document provides an overview of the SMB Group, a technology industry research, analysis and consulting firm focused on technology adoption and trends in SMB markets. The SMB Group helps clients identify market trends and opportunities, understand and segment the SMB market, and evaluate market opportunities. The document outlines the SMB Group's 2013 research agenda, including syndicated research reports on topics like mobile solutions and social business. It also provides examples of customized client projects, including customer research, demand generation, and lead nurturing projects.

1. SMB
Group
Introduc/on
www.smb-­‐gr.com

2. Agenda
• SMB
Group
Overview
• Our
SMB
Market
and
Technology
Focus
Areas
• 2013
Syndicated
Research
Agenda
• Examples
of
Client-­‐specific
Research
Projects

3. About
SMB
Group
Who
We
Are
Why
Clients
Work
with
Us
• Technology
industry
research,
• Recognized
SMB
thought
leadership,
analysis
and
consulNng
firm
experience
and
experNse
• Focus
on
technology
adopNon
and
•
Proven
track
working
with
trends
SMB
markets
market
leaders
in
SMB
• Help
our
clients
to:
• Ongoing
interacNons
with
the
SMB
o IdenNfy
market
trends
and
community
opportuniNes
• SMB
market
influencers
o Understand
and
segment
the
SMB
• Focus
acNonable
results
to
achieve
market
strategic
and/or
tacNcal
goals
o Evaluate
and
act
upon
market
opportuniNes,
compeNNve
threats
•
Personalized
service
from
senior
and
disrupNve
trends
analysts
o Develop
more
compelling
messaging
•
Flexible
to
meet
budget
and
o PosiNon
soluNons
for
growth
and
Nming
needs
compeNNve
advantage

4. 2013
Top
10
SMB
Technology
Market
Trends
1. Progressive
SMBs
Sprint
Ahead
of
Peers
2. SMBs
Prepare
to
OpNmize
for
Mobile
CompuNng
3. Social
Gets
Serious
4. IntegraNon
Becomes
a
Top
Priority
for
Medium
Businesses
5. InformaNon
Overflow
Drives
Demand
for
Infrastructure
and
Data
ProtecNon
SoluNons
6.
The
Channel
Transforms
for
a
New
Technology
Landscape
7.
Cloud
Cover
Expands
8. The
Big
Gap
in
Big
Data
Grows
for
Small
Businesses
9.
SMB
Interest
and
Involvement
in
Big
Company
Supplier
Networks
Dials
Up
10.
Successful
SMB
Vendors
Sharpen
the
SegmentaNon
Lens
(Use
this
link
for
a
.pdf
version:
Top
10
SMB
Technology
Predic?ons
for
2013)

5. SMB
Group
Site
www.smb-­‐
gr.com
Featuring
our
research,
perspecNves,
and
conversaNons
with
SMBs
and
soluNon
providers

6. SMB
Group
Services
• Flexible annual retainer
SMB
Retainer
Service
PresentaNons,
• Routes to Market
webinars,
SMB
Market
Tweet
chats,
Studies
• Mobile Solutions
etc.
• Social Business
• Collaboration Solutions
Client
Requirements
TCO
and
ROI
Customer
assessments
Benefit
Studies
(QualitaNve/
QuanNtaNve)
EducaNonal
CompeNNve/
white
papers
Partnering
ebooks,
guest
SWOT
Analysis
blogs,
etc.

7. 2013
Syndicated
Research
and
Retainer
Service
Topic Research
Timeframe Credits†]
Perspec/ve
Retainer
Service
Top
SMB
IT
Blended December
Included How
it
works:
Examples
of
ways
to
Use
Predic/ons
for
2012
2013
it:
• Annual
retainer
• ½
day
strategy
and
service
provides
consulNng
session
2013
SMB
QuanNtaNve
February/ 18
Mobile
SMB March
consulNng
and
• MarkeNng
and
Solu/ons
Survey
(1
to
2013 inquiry
access
to
messaging
reviews/
Survey
Study
1,000
employees)
analyst
inquiry
2013
SMB
QuanNtaNve
April/May
18
experNse
when
and
• Sponsorship
of
SMB
Business
SMB
Survey 2013 how
you
need
it
Group
syndicated
Intelligence/
(10
to
1,000
• Clients
purchase
an
market
survey
Analy/cs
employees)
Survey
Study annual
block
of
studies
2013
SMB
QuanNtaNve
July/August
18 service
credits
(each
• Topical
blog
posts
Social
Business
SMB
Survey 2013 service
credit
is
• 1-­‐1
customers
Survey
Study
(1
to
1,000
employees)
$1,000
U.S)
which
interviews
and
case
they
can
apply
to
study
write-­‐up
2013
SMB
QuanNtaNve
October/ 18 services
as
needed.
• Webinars/podcasts
Routes
to
SMB
Survey November
• Ebooks
Market
Survey
(1
to
1,000
2013
Study employees) • Whitepapers

8. Example
of
Syndicated
Research:
2012
Routes
to
Market
Study

9. Example
of
Syndicated
Research:
2012
Mobile
Solu/ons
Study

10. Example
of
Using
Syndicated
Study
Data
for
Client-­‐Specific
Engagements

11. Example
of
Using
Syndicated
Study
Data
for
Client-­‐Specific
Engagements
Increasing the Value of Social
Media For Your Business

12. Custom
Project
Example:
Customer
Research
&
Demand
Genera/on
• Customer:
Dell
• Requirements:
IdenNfy
qualitaNve
and
quanNtaNve
benefits
of
new
managed
services
offering
and
arNculate
to
the
market
• Methodology
o QualitaNve
customer
interviews
o Web-­‐based
survey
• Outcomes:
o 2
customer
benefits
papers
for
demand
generaNon
o Integrated
with
PR
campaign
for
press
coverage
o Deeper
insight
into
customer
requirements
for
future
product
planning

13. Custom
Project
Example:
Customer
Research
&
Demand
Genera/on
• Customer:
Sage
Payments
• Requirements:
IdenNfy
qualitaNve
and
quanNtaNve
benefits
of
integrated
payments
• Methodology
o QualitaNve
customer
interviews
o Web-­‐based
survey
• Outcomes:
o 2
customer
benefits
papers
o Webinar
o Integrated
with
PR
campaign
o Deeper
insight
into
customer
requirements
for
future
product
planning
11/22/12 SMB Group 13

14. Client
Project
Example:
Lead
Nurturing
• Requirements
o
Develop
materials
for
late-­‐stage
lead
nurturing
• Methodology
o 1:1
interviews
with
several
Host
AnalyNcs
customers
to
Gain
a
comprehensive
picture
of:
• Why
companies
select
Host
AnalyNcs
• Experience
and
saNsfacNon
with
implemenNng
and
using
soluNon
•
Value
that
Host
AnalyNcs
provides
to
their
businesses
• Outcomes
o Whitepaper
and
ebook
to
educate
potenNal
customers
about
the
value
and
benefits
exisNng
Host
AnalyNcs
customers
are
achieving
with
Host
AnalyNcs

15. Client
Project
Example:
Thought
Leadership
and
Demand
Genera/on
• Client:
IBM
Smarter
Commerce
for
Mid-­‐
Market
• Requirements
o Build
understanding
of
what
Smarter
Commerce
is
whay
it’s
important
for
midsize
businesses
o Generate
awareness
of
IBM’s
Smarter
Commerce
soluNons
for
midsize
businesses
• Project
o 6
blog
series
featuring
a
360-­‐degree
view
of
Smarter
Commerce
o Interview
podcast
o Whitepaper
based
on
customer
interviews
that
illustrates
the
benefits
of
Smarter
Commerce
from
the
customer
perspecNve
o Event
panel
o Webinar
• Outcomes
o Thousands
of
page
views
per
post
on
IBM
sites
o Whitepaper
as
demand
gen
sales
tool

16. Client
Project
Example:
Thought
Leadership
and
Demand
Genera/on
• Client:
InfusionsoX
• Requirement:
Build
brand
awareness
and
thought
leadership
posiNon
in
small
business
market
automaNon
space
• Project:
QualitaNve
customer
interviews
to
idenNfy
soluNon
benefits
• Outcomes:
o Ebook
and
whitepaper
o Integrated
PR
and
social
media
campaign

17. Appendix
11/22/12 SMB Group 17

18. The
SMB
Market
U.S.A. World Wide
16.5M Firms (72%) 137 M Firms (68%)
21 M Employees (16%) SoHo Businesses 250 M Employees (18%)
8% of Total IT Spend 10% of Total IT Spend
(1-4 Empl.)
IT spend gr. 6%-7% IT spend gr. 7%-9%
No Commercial Location
6.3M Firms (27.6%) 65M Firms (32%)
Small Businesses
55 M Employees (41%) 700 M Employees (52%)
(1-99 Empl.)
27% of Total IT Spend 31% of Total IT Spend
Commercial Location
IT spend gr. 7%-8% IT spend gr. 8%-10%
Medium
Businesses
99,900 Firms (0.4%) (100-999 705,000 Firms (0.3%)
25 M Employees (20%) Empl.) 225 M Employees (17%)
19% of Total IT Spend 21% of Total IT Spend
IT spend gr. 6%-7% Mid-Market IT spend gr. 7%-9%
(1,000-2,500)
Empl.)
9,000 Firms (0.04%) 52,000 Firms (0.03%)
33 M Employees (23%) Large 200 M Employees (13%)
46% of Total IT Spend Enterprises 38% of Total IT Spend
IT spend gr. 3%-4% (2,500+ IT spend gr. 3%-4%
Empl.)

19. SMB
Defini/ons:
SMB
Group
Syndicated
Studies
Very
Small
Business
Small
Business
Medium
Business
• 1-­‐19
employees
(full
Nme)
• Fewer
than
100
employees
• 100
–
1,000
employees
(full-­‐
across
enNre
corporaNon
(full-­‐Nme)
across
enNre
Nme)
across
enNre
o EducaNon,
government,
corporaNon
corporaNon
non-­‐profit
organizaNons
o EducaNon,
government,
o EducaNon,
government,
are
included
non-­‐profit
organizaNons
non-­‐profit
organizaNons
• Loca/on:
are
included
are
included
o Home-­‐based
businesses
• Loca/on:
• Loca/on:
(Soho)
are
included
o Home-­‐based
businesses
o Commercial
locaNon
o Non-­‐profits
are
included
(Soho)
are
included
o Non-­‐profits
are
included
o Located
in
North
America
o Non-­‐profits
are
included
o Located
in
North
• Franchises
are
not
included
o Located
in
North
America
America
o Purchase
decisions
driven
by
business/locaNon
• Franchises
are
not
included
• Franchises
are
not
included
being
surveyed
o Purchase
decisions
o Purchase
decisions
driven
by
business/ driven
by
business/
locaNon
being
surveyed
locaNon
being
surveyed
3/22/13 19

20. Thank
You!
For
more
informa+on,
please
contact:
Lisa
Lincoln,
Client
Services
&
Business
Development:
• lisa.lincoln70@smb-­‐gr.com,
508-­‐734-­‐5658
SMB
Group,
Inc.
• informaNon@smb-­‐gr.com,
508-­‐410-­‐3562
Follow
us:
Website:
www.smb-­‐gr.com
Blogs:
hlp://lauriemccabe.wordpress.com
hlp://sanjeevaggarwal.wordpress.com
Twiler:
#smbgroup
#lauriemccabe
#sanjeevaggarwal