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Get More, Stickier SMB Customers with the Right Solutions, Upselling

By Edward Gately | March 17, 2023
SMB dollars

Getting new small and medium business (SMB) customers can be a challenge for partners, particularly amid economic uncertainty.

The small and medium enterprise (SME) customer market (larger companies) is becoming more mature and saturated. That's opening up opportunities for more SMB sales. The combination of adapting enterprise solutions to the SMB market, the rapid acceptance of cloud solutions and the rise in SMB IT growth spending creates an ideal opportunity for greater SMB sales.

So how do partners get more SMB customers?

During his Channel Partners Conference and Expo session, "Top 10 Offerings to Expand Client SMB Sales," May 2, Dave Seibert, CIO of IT Innovators and president of SMB TechFest, will detail these top solutions, their associated benefits and how they are sticky for greater longevity. These solutions target both existing customers and new prospects.

[Editor's Note: Dave Seibert is one of more than 150 channel visionaries and experts speaking at the Channel Partners Conference & Expo. The event also features more than 375 ICT companies in the massive expo hall. Register now for the world’s largest independent channel event, May 1-4, at the Venetian in Las Vegas.]

Seibert will address reducing customer risk and exposure; better enabling remote workers; preparing for a cyber incident; accelerating monthly recurring revenue (MRR); and managing cloud computing sprawl.

In a Q&A, Seibert gives a sneak peek into what he plans to share with attendees.

Channel Futures: What challenges are associated with SMB customer sales?

Dave Seibert: If your traditional focus is primarily SME, the decision-maker level and budgeting process are different within SMB. You may also need to help formulate a budget versus allocating from existing budget. Further, SMB clients are not typically pre-educated on solutions.

CF: Without giving too much away, what are some examples of offerings that can help boost client SMB sales?

DS: As higher-end markets continue to mature and saturate, many solutions are being adapted for SMB. The combination of these new market solutions and cloud adoption is creating a fertile opportunity for expanded SMB sales.

IT Innovators' Dave Seibert

CF: What makes these offerings you’re going to disclose so in demand?

DS: The SMB market in the United States is 33 million businesses. They also account for 99% of businesses. Rapid cloud adoption has also introduced complexities. I’ll cover top and new in-demand SMB solutions with focus on creating more MRR.

CF: Is this about better meeting challenges unique to SMBs?

DS: While SMBs do have some unique challenges, many solutions can be correlated to their bigger enterprise siblings. This aids your ability to both understand and better explain/advise SMB clients on their right-sized solutions.

CF: What do you hope attendees can learn and make use of from your session?

DS: The session's key takeaway is how to increase MRR for SMB clients by leveraging leading solutions and services.

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