3 2013 smb group presentation

SMB Group Introduc/on

www.smb-‐gr.com

Agenda

•  SMB Group Overview

•  Our SMB Market and Technology Focus Areas •  2013 Syndicated Research Agenda •  Examples of Client-‐specific Research Projects

About SMB Group

Who We Are •  Technology industry research,

analysis and consulNng firm

•  Focus on technology adopNon and trends SMB markets

•  Help our clients to: o  IdenNfy market trends and

opportuniNes

o  Understand and segment the SMB market

o  Evaluate and act upon market opportuniNes, compeNNve threats and disrupNve trends

o  Develop more compelling messaging

o  PosiNon soluNons for growth and compeNNve advantage

Why Clients Work with Us •  Recognized SMB thought leadership,

experience and experNse

•  Proven track working with market leaders in SMB

•  Ongoing interacNons with the SMB community

•  SMB market influencers

•  Focus acNonable results to achieve strategic and/or tacNcal goals

•  Personalized service from senior analysts

•  Flexible to meet budget and Nming needs

2013 Top 10 SMB Technology Market Trends

1.  Progressive SMBs Sprint Ahead of Peers

2.  SMBs Prepare to OpNmize for Mobile CompuNng

3.  Social Gets Serious

4.  IntegraNon Becomes a Top Priority for Medium Businesses

5.  InformaNon Overflow Drives Demand for Infrastructure and Data ProtecNon SoluNons

6.  The Channel Transforms for a New Technology Landscape

7.  Cloud Cover Expands

8.  The Big Gap in Big Data Grows for Small Businesses

9.  SMB Interest and Involvement in Big Company Supplier Networks Dials Up

10.  Successful SMB Vendors Sharpen the SegmentaNon Lens

(Use this link for a .pdf version: Top 10 SMB Technology Predic?ons for 2013)

SMB Group Site

www.smb-‐gr.com

Featuring our research,

perspecNves, and

conversaNons with SMBs and

soluNon providers

SMB Group Services

Client Requirements

SMB Retainer Service

SMB Market Studies

Customer Benefit Studies (QualitaNve/QuanNtaNve)

EducaNonal white papers ebooks, guest blogs, etc.

CompeNNve/Partnering

SWOT Analysis

TCO and ROI assessments

PresentaNons, webinars,

Tweet chats, etc.

•  Routes to Market •  Mobile Solutions •  Social Business •  Collaboration Solutions

•  Flexible annual retainer

2013 Syndicated Research and Retainer Service

Retainer Service

How it works: Examples of ways to Use it:

•  Annual retainer service provides consulNng and inquiry access to analyst experNse when and how you need it

•  Clients purchase an annual block of service credits (each service credit is $1,000 U.S) which they can apply to services as needed.

•  ½ day strategy and consulNng session

•  MarkeNng and messaging reviews/inquiry

•  Sponsorship of SMB Group syndicated market survey studies

•  Topical blog posts •  1-‐1 customers

interviews and case study write-‐up

•  Webinars/podcasts •  Ebooks •  Whitepapers

Topic Research Perspec/ve

Timeframe Credits†]

Top SMB IT Predic/ons for 2013

Blended December 2012

Included

2013 SMB Mobile Solu/ons Survey Study

QuanNtaNve SMB

Survey (1 to 1,000

employees)

February/March 2013

18

2013 SMB Business Intelligence/ Analy/cs Survey Study

QuanNtaNve SMB Survey (10 to 1,000 employees)

April/May 2013

18

2013 SMB Social Business Survey Study


July/August 2013

18

2013 SMB Routes to Market Survey Study


October/November

2013

18

Example of Syndicated Research: 2012 Routes to Market Study

Example of Syndicated Research: 2012 Mobile Solu/ons Study

Example of Using Syndicated Study Data for Client-‐Specific Engagements

Example of Using Syndicated Study Data for Client-‐Specific Engagements

Increasing the Value of Social Media For Your Business

Custom Project Example: Customer Research & Demand Genera/on

•  Customer: Dell

•  Requirements: IdenNfy qualitaNve and quanNtaNve benefits of new managed services offering and arNculate to the market

•  Methodology

o  QualitaNve customer interviews

o  Web-‐based survey

•  Outcomes:

o  2 customer benefits papers for demand generaNon

o  Integrated with PR campaign for press coverage

o  Deeper insight into customer requirements for future product planning

Custom Project Example: Customer Research & Demand Genera/on

11/22/12 SMB Group 13

•  Customer: Sage Payments

•  Requirements: IdenNfy qualitaNve and quanNtaNve benefits of integrated payments

•  Methodology

o  QualitaNve customer interviews

o  Web-‐based survey

•  Outcomes:

o  2 customer benefits papers

o  Webinar

o  Integrated with PR campaign

o  Deeper insight into customer requirements for future product planning

Client Project Example: Lead Nurturing

•  Requirements

o  Develop materials for late-‐stage lead nurturing

•  Methodology o  1:1 interviews with several Host

AnalyNcs customers to Gain a comprehensive picture of:

•  Why companies select Host AnalyNcs

•  Experience and saNsfacNon with implemenNng and using soluNon

•  Value that Host AnalyNcs provides to their businesses

•  Outcomes o  Whitepaper and ebook to educate potenNal

customers about the value and benefits exisNng Host AnalyNcs customers are achieving with Host AnalyNcs

Client Project Example: Thought Leadership and Demand Genera/on •  Client: IBM Smarter Commerce for Mid-‐

Market

•  Requirements o  Build understanding of what Smarter Commerce

is whay it’s important for midsize businesses

o  Generate awareness of IBM’s Smarter Commerce soluNons for midsize businesses

•  Project o  6 blog series featuring a 360-‐degree view of

Smarter Commerce

o  Interview podcast

o  Whitepaper based on customer interviews that illustrates the benefits of Smarter Commerce from the customer perspecNve

o  Event panel

o  Webinar

•  Outcomes o  Thousands of page views per post on IBM sites

o  Whitepaper as demand gen sales tool

Client Project Example: Thought Leadership and Demand Genera/on

•  Client: InfusionsoX

•  Requirement: Build brand awareness and thought leadership posiNon in small business market automaNon space

•  Project: QualitaNve customer interviews to idenNfy soluNon benefits

•  Outcomes:

o  Ebook and whitepaper o  Integrated PR and social media

campaign

Appendix

11/22/12 SMB Group 17

The SMB Market

9,000 Firms (0.04%) 33 M Employees (23%) 46% of Total IT Spend IT spend gr. 3%-4%


6.3M Firms (27.6%) 55 M Employees (41%) 27% of Total IT Spend IT spend gr. 7%-8%

16.5M Firms (72%) 21 M Employees (16%) 8% of Total IT Spend IT spend gr. 6%-7%

U.S.A.



65M Firms (32%) 700 M Employees (52%) 31% of Total IT Spend IT spend gr. 8%-10%

137 M Firms (68%) 250 M Employees (18%) 10% of Total IT Spend IT spend gr. 7%-9%

World Wide

SoHo Businesses (1-4 Empl.)

No Commercial Location

Small Businesses (1-99 Empl.)

Commercial Location

Medium Businesses

(100-999 Empl.)

Mid-Market (1,000-2,500)

Empl.)

Large Enterprises

(2,500+ Empl.)

SMB Defini/ons: SMB Group Syndicated Studies

3/22/13

•  Fewer than 100 employees (full-‐Nme) across enNre corporaNon

o  EducaNon, government, non-‐profit organizaNons are included

•  Loca/on:

o  Home-‐based businesses (Soho) are included

o  Non-‐profits are included

o  Located in North America

•  Franchises are not included

o  Purchase decisions driven by business/locaNon being surveyed

19

•  100 – 1,000 employees (full-‐Nme) across enNre corporaNon


•  Loca/on:

o  Commercial locaNon

o  Non-‐profits are included

o  Located in North America

•  Franchises are not included

o  Purchase decisions driven by business/locaNon being surveyed

•  1-‐19 employees (full Nme) across enNre corporaNon


•  Loca/on: o  Home-‐based businesses

(Soho) are included

o  Non-‐profits are included o  Located in North America

•  Franchises are not included o  Purchase decisions driven

by business/locaNon being surveyed

Small Business Very Small Business Medium Business

Thank You!

For more informa+on, please contact: Lisa Lincoln, Client Services & Business Development: •  lisa.lincoln70@smb-‐gr.com, 508-‐734-‐5658

SMB Group, Inc. •  informaNon@smb-‐gr.com, 508-‐410-‐3562

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