Instead, it is more appropriate for the large company to craft products and services
in a manner that will resonate with each of the vertical markets they choose to go after. Segmenting the smb marketing efforts will yield much better results. Additionally, segmenting the customer base by the size of the business and their growth stage will provide even better intelligence and results. It is very important to determine whether the target you are marketing to is in a revenue growth cycle or not. The SMB channel is composed of companies that are in a negative growth mode, no growth mode, growth mode, and hyper-growth mode. Ideally, it is the task of the CMO to for his smb marketing efforts on the companies in growth and hyper growth modes.