subject: SMB Sales Considerations [print this page] Additionally, SMB Sales will depend on the perception of the target customer relative to the product being offered in your other sales channels. Is the quantity smaller to reflect the smaller nature of the small medium business channel? It the packaging differentiated so that it is difficult to do simple apples to apples comparison across sales channels? The challenge here is that the small medium business channel is attractive because it allows for a higher margin plan than other stable and mature sales channels. This is a double-edged sword as the SMB customer is also very price conscious and will be extremely upset if they discover that the same exact product or service is available to larger customers for a significantly lower price point.
