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Best Practices for SMB Segmentation: The Rising Value of Advanced SMB Segmentation Techniques in Europe

Publisher IDC
Published Jul 21, 2023
Length 11 Pages
SKU # IDC18071167

Description

Best Practices for SMB Segmentation: The Rising Value of Advanced SMB Segmentation Techniques in Europe


This IDC Market Perspective identifies additional methods and techniques to segment small and medium-sized business (SMB) customers through a framework that identifies specific variables that vendors can assess and analyze. The framework groups these into primary, secondary, and tertiary segmentation variables. "The overall aim of advanced SMB segmentation techniques is to enable technology suppliers to identify high-opportunity SMBs with a high propensity to spend quickly and efficiently," said Riccardo Barrai, research analyst, European Small and Medium-Sized Business and Start-Up Strategies, IDC. "This is achieved by concentrating on the most relevant variables as early as possible in the segmentation process."

Please Note: Extended description available upon request.

Table of Contents

11 Pages
Executive Snapshot
New Market Developments and Dynamics
Introduction
Best Practices in SMB Segmentation
Primary Variables
Secondary Variables
Length of Time in Business
Technology Spending Capacity
Existing Technology Stack
Technology Intensity
Organizational Structure and Legacy
Procurement Preferences
Tertiary Variables
Key Takeaways
Advice for the Technology Supplier
Learn More
Related Research
Synopsis

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