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Cluster programs deliver industry-specific business planning statistics, forecasts and analysis. Clusters enhance the broad range of Gartner analysis available in Core Research by providing in-depth information of unique interest to companies competing (or investing) in the industry covered by the Cluster.
region: worldwide  Small and Midsize Businesses North America
large square bullet key business issues
  Small and Midsize Businesses North America
1. What go-to-market strategies are most successful in winning market leadership in the SMB space?
2. How should IT and services vendors develop and sustain relationships with the SMB market?
3. What are the key technologies and business trends influencing SMBs?
4. Which criteria are most important to the SMB market when making IT and services purchasing decisions?
5. What are the IT and services spending forecasts for the SMB market?
6. What are the attitudes of the primary SMB verticals in terms of adopting IT?
7. What partnerships should vendors establish to minimize customer acquisition costs?
8. Who influences IT and services purchases, and who makes the final decision within SMBs?
9. Which IT services companies target, and have most effectively deployed, a SMB strategy?
10. What are the dominant characteristics of the SMB buyer, and how can IT services suppliers respond?

 
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The Small and Midsize Businesses North America Cluster takes the vendor viewpoint - providing CEOs, business unit leads, CMOs, sales executives and market research departments of services, application, and hardware vendors targeting the small and midsize business (SMB) market with actionable forecasts, trends, and analysis. Specifically, the Cluster provides an in-depth look at the market potential, preferred channels, services needs, budgets, priorities, decision-makers, decision criteria of the small and midsize market. It is designed to help companies maximize their market share through the development of profitable penetration strategies in the areas of marketing, services, sales, branding, partnering, business models, vertical industries, competitive positioning and emerging markets.
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large square scope of coverage Small and Midsize Businesses North America
If you are someone who creates services or products, markets or sells IT offerings to SMBs, then understanding their unique needs based on primary research is vital to your strategy and execution. SMBs present a lucrative opportunity for technology and services vendors. However, this market is highly fragmented and rapidly changing, making it a significant challenge to gain their elusive mind share.

The Small and Midsize Businesses Cluster provides an understanding the unique wants and needs of SMBs on a semiannual basis. With this insight, you can make marketing strategic and tactical decisions that will affect the running of your IT applications, hardware and/or services business.
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large square market coverage Small and Midsize Businesses North America
small square bullet   Market Segmentation
  • Small business
    • Less than 100 employees
  • Midsize business
    • - 100 to 1,000 employees
  • Targeted verticals
    • Professional services (legal, accounting, consulting)
    • Real estate
    • Financial services (banks, brokerage, insurance)
    • Retail
    • Wholesale
    • Manufacturing (discrete and process)
  • IT spending, budgeting, buying cycles
  • Decision makers and influencers (internal and external)
  • IS department characteristics (staffing, sourcing, operations, support)
  • Overall technology purchasing requirements (pricing and products), decision criteria - services, hardware, software, and integrated offerings
  • Vendor management (channel preferences, preferred number of vendors to manage, selection criteria)
  • End-user penetration, requirements and priorities:
    • Professional services (systems integration, strategy)
    • Infrastructure
      • Devices (desktop, PDA/mobile, thin client)
      • Midrange servers, middleware, OS, desktop management tools, asset management tools
      • Networking (LAN, WAN, wireless, broadband)
    • Business applications (HR, accounting, financials, CRM, ERP, SCM)
    • Outsourcing (ASP, hosting, datacenter)
    • Internet services and technologies (Web services, e-commerce, e-marketplace, e-business adoption
    • Security services and technologies
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large square what you will receive

Statistics: Forecast and Market Share
Detailed five-year market/product growth forecasts and detailed market share estimates with historical year-to-year market size comparisons identify the market leaders and the products/services that are driving the market.

Market Trends
Market Trends reports analyze key market events, provide historical market sizing, five year growth forecasts, product technology trends, and an overall analysis of the competitive landscape for the IT market segment. Supported by data tables and figures.

User Studies
User surveys and analysis help members understand end-user purchasing behavior and intentions, attitudes and awareness toward specific markets, products or services.

Gartner Dataquest Market Databook
The Databook provides spending and growth information across the IT/telecom industry, segmented by region and technology segment.

Focus Reports
Focus Reports provide in-depth analysis on hot topics at a level of detail relevant to specific vendors within the market sector.

Inquiry
Inquiry is available to users with Core Research Advisor memberships. The purchase of the Cluster extends the deliverables upon which inquiry may be based.
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Gartner Dataquest Clusters consist of industry-specific statistics, forecasts, and analysis and are available to Gartner Core Research members under the same contract. Clusters are typically delivered via gartner.com