Gartner Research

Tech Go-to-Market: Don't Ignore Four Nontraditional Sales Channels for Small-Business Market Growth

Published: 03 September 2013

ID: G00251948

Analyst(s): Robert Anderson


Technology providers targeting small businesses are increasing their use of nontraditional sales channels. This research analyzes the impact of four major nontraditional sales approaches and what providers need to know to leverage them.

Table Of Contents
  • Impacts


  • Small Businesses Present Unique Opportunities and Challenges
  • New Forces Pave the Way for Nontraditional Sales Approaches
  • Implications

Impacts and Recommendations

  • The unprecedented growth of cloud services brokers will require changes to sales leader strategies and the plans of current channel partners serving small businesses
  • Traditional office superstores are morphing into small-business solution centers
  • Banks are providing nonfinancial services that help small businesses improve results
  • Telco and cable transcend voice and data to become a "one-stop shop" for small-business IT
    • The Bottom Line

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