Why Read This
The very small business (VSB) segment is attractive to IT vendors because of its sheer size. IT vendors' usual approach to the market often relies on leveraging consumer or small and medium-size business (SMB) products and channels. However, the VSB market's needs are distinct from consumers and SMBs, and these are best addressed by offerings that are tailored to this segment. Dell and Cisco Systems have developed VSB strategies and are well positioned as major vendors to capitalize on their first-mover advantage. To create effective VSB brands, vendors must tailor their products, sales, and support models to meet the unique needs of VSBs.