Trends Report

The 15 New Rules For Cracking The SMB Market

SMBs' Knowledge Assimilation Requires New Go-To-Market Approaches For Tech And Financial Services

February 19th, 2016
TH
Tim Harmon
With contributors:
Peter O'Neill , Jacob Milender

Summary

As large as the small and medium-size business (SMB) market is, both in terms of sheer numbers and IT and business services spend, only a handful of tech vendors, financial services companies, and manufacturers have successfully penetrated the market. Based on our discussions with SMB customers and the channel partners that serve them, along with our demand-side Forrester Business Technographics® data, we have compiled a set of best-practice product marketing, go-to-market, and channel foundation posts to guide B2B marketers in crafting an SMB marketing strategy.

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