Gartner Research

Market Trends: CSPs Must Adapt Offerings to Grow Their SMB Opportunity

Published: 27 February 2018

ID: G00349669

Analyst(s): Mikako Kitagawa , Monica Zlotogorski


CSPs struggle to capture the small and midsize business opportunity although SMBs will expand their spend on many technologies. CSP technology business unit leaders must recognize SMB priorities and buying behavior to exploit CSP market dynamics and position themselves in this hot market segment.

Table Of Contents


Market Trend

  • SMB Buying Behavior Is Determined by Business Life Cycle
  • Adoption of Different Technologies Varies Across SMB Life Cycles
    • Wide Variety of Technologies Are Added in the Business Expansion Stage
    • Example: Unified Communications Adoption Peaks in Companies of Between Two to Nine Years of Tenure
    • SMB's Unique Criteria of Technology Adoption
  • SMB Purchases Continue to Be Fragmented Across Multiple Channels

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