CRN Channel Web
Ottawa, Ontario, April 04, 2008 -
Take two factors into consideration when selling
As a target market, they do not come more attractive than the extensive SME (Small to Medium Enterprise) community. Accounting for over 99 per cent of all UK organisations, and over 51 per cent of the UK’s estimated business turnover, as a collective the humble SME presents a goldmine of opportunity for resellers that is still going untapped.
To take advantage of this burgeoning SME market opportunity, the profitability and longevity of your business is dependent on getting as large a share as possible of each customer’s IT budget. In order to do this you need to identify and act on every cross-selling or up-selling opportunity. If a prospective customer is in the market for remote access solutions, which is increasingly the case with SMEs as they seek to maximise staff productivity and company resources, it stands to reason that they will need to control and secure this access too. With IT security it is notoriously difficult to make a case based on return on investment, instead you will need to approach it from a different angle, that of prevention being better than cure. And the SSL/VPN that you are likely to supply is not the be all and end all – it too has security flaws which present a great up-sell for you.
To read the full story click on the link below.
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