Summary
As big as the small and medium-size business (SMB) market is, both in terms of sheer numbers and IT spend, only a handful of tech vendors have penetrated it with what can be deemed success. Based on our discussions with SMB customers and the tech vendors and channel partners that serve them, along with our demand-side Forrester Forrsights data, we have compiled a set of best-practice product, marketing, and business model rules for crafting an SMB go-to-market.
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