Gartner Research

Focused Channels Lead to the Elusive SMB Market

Published: 04 December 2003

ID: G00118787

Analyst(s): Mika Yamamoto Krammer, Leslie Fiering

Summary

IT vendors need indirect sales channels, such as those offered by value-added resellers, to reach small and midsize businesses. The focus and dedication required to succeed is often taken for granted.

Table Of Contents
  • Key Issues

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