What Does It Takes to Sell Cloud Services to SMBs? – A Sandhill.com Guest Column
One of the biggest dilemmas facing cloud vendors is how to penetrate mainstream small and midsize businesses (SMBs). Selling to SMBs has never been easy and historically it’s been a task delegated to tech channel partners. However, the cloud business model has created a new set of challenges regarding this age-old dilemma that have raised questions about whether traditional channel companies can meet today’s demands.