2020 US SMB & Midmarket Buyers Journey

2020 US SMB & Midmarket Buyers Journey

Techaisle Reports are available for a fee or as part of annual retainership contract. Table of Contents is available for download and review below

Coverage

Key findings
  Executing on a buyer-centric marketing strategy
  Techaisle’s buyer journey marketing framework
  Marketing Mix
  Reaching the target
  Influence Map: SMB Segments
  Intercepting the small business demand in crisis
  Intercepting the midmarket demand in crisis
  Influence Map: Technology solution paths to influence
  Influence Map: non-IT Buyers paths to influence
  Influence Map: IT Buyers paths to influence

Buyer influence map and care-abouts – overall
  Small business - buyer care-abouts for technology solution supplier selection
  Small business - sources of information during purchase process
  Small business – channels of information during purchase process
  Midmarket - buyer care-abouts for technology solution supplier selection
  Midmarket - sources of information during purchase process
  Midmarket – channels of information during purchase process

Buyer influence map and care-abouts by decision making unit
  Sources and channels of information for C-Suite (CEO / COO / CFO / President / Owner)
  Sources and channels of information for Line of business (Manager/ Sr. Manager. / Director / VP / Head Non-IT buyer care-abouts
  Sources and channels of information for IT buyer (Senior Manager / Manager of IT)
  Sources and channels of information for IT buyer (VP / Sr. Director / Director of IT)
  Sources and channels of information for IT buyer (CIO / CTO)
  IT buyer care-abouts
  Buyer care-abouts – ITDM vs. BDM

Buyer influence map and care-abouts by technology category
  Cloud solutions
     Types of information that influence decision during buyer’s purchase journey
     Buyer care-abouts for Cloud solutions
     Types of information that influence decision during buyer’s purchase journey
     Sources of information that influence decision during buyer’s purchase journey

  On-prem technology solutions
     Types of information that influence decision during buyer’s purchase journey
     Buyer care-abouts for on-prem solutions
     Types of information that influence decision during buyer’s purchase journey
     Sources of information that influence decision during buyer’s purchase journey

  Managed services
     Types of information that influence decision during buyer’s purchase journey
     Buyer care-abouts for managed services
     Types of information that influence decision during buyer’s purchase journey
     Sources of information that influence decision during buyer’s purchase journey

  Security solutions
     Types of information that influence decision during buyer’s purchase journey
     Buyer care-abouts for security solutions
     Types of information that influence decision during buyer’s purchase journey
     Sources of information that influence decision during buyer’s purchase journey

Business Issues, Firmographics, Role of Technology and challenges
  Firmographics
  IT staffing, developers and security specialists
  Top 10 Business Challenges
  Top 10 IT Challenges
  Top 10 IT Priorities
  Contribution of IT to support business growth
  Role of IT in driving innovation
  Factors driving change in IT infrastructure
  Inhibitors in modernizing IT infrastructure
  Reasons why IT is unable to support business goals

Methodology

  A total of 1450 SMBs completed the survey
  A 25 minute questionnaire was administered to each respondent
  Respondents were IT and Business decision makers
  Sampling quota was fixed by employee size categories: 1-9, 10-19, 20-49, 50-99, 100-249, 250-499, 500-999
  Small business is defined as 1-99 employees and Midmarket is defined as 100-999 employees; SMBs are defined as businesses with 1-999 employees

Deliverable

  Report is delivered in PowerPoint/PDF format

Pricing

  Report is priced at US$7500

 

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