“Small” is not beautiful

… well, not alwaysA quick guide for startups who want to sell to SMEs

A quick guide for adventurous startups

Aiming at a market of SMEs? Thinking this will be easy?Think again!

There is plenty of bad SMEs out thereindecisive

stingy

abusive

stubborn

backwardish fool

ish

Useful things to know

You need a Customer Relationship Strategy

A Customer Relationship Strategy?

What you will do for you Customers – and what not?

How will you structure your offering?

How will Customers look at your offer? As a cost or as an investment? And why?

How will Customers evaluate your offer? Are you sure about this?

• The Delta Model is a very valuable framework for identifying and designing your customer relationship strategy

• You cannot be all things to all people – so start being selective

• Dependent on the customer relationship strategy you choose, you will optimize different things

Hot leads to Knowledge

Two articles on “Small is not beautiful”:• Here http://bit.ly/XiIiCV • And here http://bit.ly/11kcxSl

The Delta Model:• On Wikipedia http://bit.ly/KZC9YI• MIT Sloan presentation http://bit.ly/WLAiv7