Gartner Research

How CSPs Can Better Target SMBs With More Effective Segmentation

Published: 14 September 2016

ID: G00315860

Analyst(s): Monica Zlotogorski , Katriina Valli


Communications service providers can better target small or midsize businesses by enabling a more effective, multicriteria segmentation methodology, starting with life cycle analyses. CSP business leaders can use this research to evolve their segmentation approach to boost SMB go-to-market efforts.

Table Of Contents
  • Key Challenges



  • Identify the Life Cycle Status
  • Identify the Vertical Impact in SMB Buyer Profiles
  • Identify the Real Effects of Company Size in an SMB Buyer Profile
  • Understand Why Focusing on Specific SMB Segments Is Crucial to CSPs

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