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

Summary

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

Analysis

  • 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

Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.