Selling To SMBs: The Channel Tells What Not To Do

By Bernadette Wilson

Along with questions for the article Why VARs Should Set Their Sights On SMBs for the Business Solutions 2014 Partner Program Insider Business Solutions asked the channel to list common mistakes that VARs, MSPs, integrators, and software developers make when selling to SMB customers. The responses range in topic from not tailoring solutions to the needs of SMBs and neglecting training — to misconceptions that prevent selling to SMBs at all.

Clint Hofer, President, Slingfly Media:

A mistake is shoehorning solutions in without listening to the client's needs, even if the solutions you offer are the same. Make customers feel their concerns are heard.

Dylan Schafer, Channel Sales Manager, Wasp Barcode Technologies:

Some solutions providers fail to offer training and implementation services with the solutions they sell.

Scott Schafer, Executive Vice President of Sales, Marketing and Service, Arecont Vision:

Because SMB businesses are smaller, resellers sometimes try to sell inexpensive, low quality security systems that are actually tailored for the home market. Like other important investments, it is best to choose the technology that meets the customers’ requirements. Security systems purchased at discount stores or distributors can be among the worst investment the SMB could make. While an SMB does not require as many cameras as a large organization, they still deserve the best quality solution for their company. And in almost all cases, multi-megapixel camera systems will be the best solution and provide significant ROI. 

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