How Big Tech Businesses Sell to Small Businesses

My spin: Very enlightening report.
News Clip: Small and medium businesses ó those with 10 to 200 employees ó are said to offer significant new technology sales opportunities to larger tech firms, at least according to a recent study by Harte-Hanks. The challenge for large tech companies is to match sales and marketing programs to the most commonly cited buying requirements of small and medium businesses, which differ significantly from those of larger companies, the study reports.(full story)