tag:blogger.com,1999:blog-78617432011-04-21T18:44:25.982-07:00We recently gathered a dozen high technology channel executives for a breakfast hosted by Network Appliance to discuss the best practices in reaching SMB customers. Good thing we fed them, as we couldn’t find the “key” to cracking the SMB market opportunity. We all left the event saying “wow - that was hard”.Amazon Consultinghttp://www.blogger.com/profile/05786409817489835557noreply@blogger.comBlogger11100tag:blogger.com,1999:blog-7861743.post-1120759909595478812005-07-07T11:05:00.000-07:002005-07-07T11:11:49.596-07:00This was a unique situation for us as in most of these round table events the group agrees on best and even innovative practices in channels and alliances. There were several complex questions we just couldn’t resolve in the 90 minutes of lively discussion. <br /><br />Here are a few of the big issues we attempted to dissect:<br /><br />1. How to define SMB?” <br /><br />2. What is the market segmentation and what do organizations really mean when they indicate they’re targeting SMB? <br /><br />3. There is interest in the SMB marketthen why is small and medium business lumped together as if they could be treated as one? Does a small company have the same needs, and better yet, buying behaviors, that a mid-sized company does?<br /><br />4. How to sell to this incredibly high revenue potential, diverse and expansive market?<div class="blogger-post-footer"><img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/7861743-112075990959547881?l=amazonconsulting.blogspot.com' alt='' /></div>Amazon Consultinghttp://www.blogger.com/profile/05786409817489835557noreply@blogger.com6