Q&A | April 23, 2014

SMB IT Market Requires Dedicated Sales Strategy

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By Bernadette Wilson, associate editor, Business Solutions magazine
Follow Me On Twitter @bernadeditor

SMB IT Market Sales Strategy

Business Solutions asked industry experts “Why VARs Should Set Their Sights On SMBs” for the Business Solutions 2014 Partner Program Insider. In addition to the insights in that article, these industry leaders also describe the current health of the SMB market from an IT spend perspective and give their opinions on the best time to sell.

Ajay Jain, President and CEO, Quantum Secure: The SMB market has always represented tremendous potential for growth given the sheer volume of companies across the country. The challenge for security software and hardware suppliers to support this market was all relative to system size and the sales revenue potential they generate. This is all changing now, as advanced solutions can be provided via the cloud and with cost-efficient integrated appliances that provide high performance and advanced functionality. SMBs are not seasonal, which requires resellers to implement dedicated sales strategies to effectively cultivate new business development in this market.

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