The AMI-Partners Blog

Outlook for 2010 remains positive with a predicted rise in IT spending by nearly 9%, says AMI study.

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SMBs are increasingly feeling the importance of managed printing services.

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Managed printing growth is spearheaded by cost cutting actions, says AMI study.

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Small and medium businesses in India (SMBs, or companies with up to 999 employees) are increasingly feeling the importance of managed printing services.

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In addition to the well documented predictions, AMI’s team of go-to-market analysts have identified the following six (6) trends that the industry has ignored.

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AMI has a new press release with some positive news, called, FIRE & Retail SMBs in India show a positive trend towards recovery – is the worst over?
Here’s the first paragraph:
Bangalore, India – January 8, 2010 – India SMBs (small and medium business or companies with up to 999 employees) took requisite steps to [...]

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The business plan is brilliant; value proposition (Customer delivered value) is apt for the current tumultuous times; bandwidth/network availability is all time high in top cities; addressable market is vast and awareness levels are on the rise….. So are we ready to witness a rise in ground level adoption of the cloud computing concept (PaaS/SaaS/IaaS) in India?

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These are scary times, but they can also be stirring times for IT marketers who believe in specific result. Businesses especially SMBs in recent years don’t have unused equipment sitting around but at the same time are buying what IT they need. They are very cautious about optimizing their IT budget. So it is critical to identify the need of the prospect and match the benefits offered by you. SMBs have always been the heterogeneous part of the market but it is critical to measure the shift of behavior in this scenario. Vanilla offering may not yield the preferred revenue for you.

I am sure at this stage you would not like to waste your resources and would prefer to prioritize customers through systematic sales targeting. You may choose the easier way and go for vertical market segmentation but that would not work as the businesses get smaller. The functional need even within a specific vertical is diverse and your offering deals with specific functions.

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