Gartner Research

Market Trends: Diversifying Your Route to the SMB Market

Published: 31 August 2017

ID: G00335572

Analyst(s): Mikako Kitagawa


Half of SMBs' IT spending goes directly to TSPs, but selling through channel partners is also critical to success. Using diversified channels requires technology product marketing leaders to adopt blended approaches to messaging to the user directly and enhancing partner programs.

Table Of Contents


Market Trend

  • The SMB Is a Growing Market
    • Market Structure Trend
  • Buyer Trends
    • SMBs' IT Spending Splits 50/50 Between Indirect and Direct Channels

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