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For Sales Enablement Professionals

Hardware Tech Marketers Bank On The Small Financial Services Market

May 06, 2009

By Ellen Carney with Eric G. Brown, Christina Lee

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Why Read This Report

Not too long ago, IT hardware vendors banked on the business they got from financial services industry giants like Morgan Stanley, The Royal Bank of Scotland, and AIG. When the Wall Street bubble burst, hardware tech vendors like Cisco Systems, Dell, and Sun Microsystems with strong track records in financial services suddenly found the small banking and insurance market much more attractive. Near the end of 2008, Forrester surveyed a number of smaller financial services institutions in the US and Europe. The good news is that small financial services firms act more like their bigger financial services siblings than small businesses. Tech marketers looking to target this market need to sell the very different features that banks and insurers value through the right buying channels.
Tags: B2B Marketing, Banking, Client Computing Hardware, Client Systems, Distribution Channels - ISVs, OEMs & VARs, Financial Services, Insurance, IT Infrastructure & Operations, Server Hardware, Server Platforms, Sourcing & Procurement, Sourcing Strategy & Execution, Storage, Storage Hardware, Technology Product Strategies
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TABLE OF CONTENTS

  • The "Great Recession" Steers Tech Vendors To Smaller Banks And Insurers
  • Small Banks And Insurers: The "New" Hot Tech Hardware Segment

  • RECOMMENDATIONS

    Connect Big Bank And Insurer Experience To Smaller Institutions' Needs
  • Supplemental Material
  • Related Research Documents
 
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