If you work with small and medium business (SMB) customers, you know they have specific needs. In many cases they also face limitations on time, resources, and even budget.
To guide you through sales conversations with this unique market segment, I’ve outlined a few key priorities and products you can focus on. Here are some recommendations on training and readiness to get you up to speed:
First, lead with the cloud. It’s a buzz word for a reason! Cloud solutions enable businesses of all sizes to reduce overhead and storage costs. This is an especially vital selling point for your SMB customers.
There’s real value for you as a Microsoft partner. Those who lead with the cloud earn more revenue from on-premise product deployments of Microsoft technology.
Get more training through this Cloud Sales Training – SMB Partners learning path.
Next, pull through Small Business Server. This is the optimal server platform solution for your SMB customers because it’s affordable, and simplifies small business IT. Small Business Server 2011 Essentials is a great option for businesses with up to 25 users. It enables those customers to organize and access business info from virtually anywhere — safely. Small Business Server 2011 Essentials integrates with cloud technology — providing a way of seamlessly introducing the server into a cloud conversation. Check out this Windows Small Business Server 2011 Sales learning path as a starting point.
Finally, continue to sell Microsoft Office 2010 with Windows 7. They work better together to help your SMB customers optimize the desktop, work and collaborate better, stay productive anywhere, and protect their work. We have learning paths for both Office 2010 and Windows 7 to help you get started.
Questions on readiness for selling to SMBs? Ask Brigitte Hayes !