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Pivoting to a Smaller Audience Segment

What do I need to shift to sell into a SMB market

When b-to-b organizations that have historically sold their offerings to enterprises shift to targeting smaller buyers, they must review and revise their sales model, personas, go-to-market strategy, sales enablement and pricing to fit the relevant usage model. SiriusDecisions helps b-to-b leaders develop their strategy while considering the new buying centers’ unique needs, usage patterns and preferences.

Let Our Research and Advice Guide You

Identifying and focusing on the right priorities is vital to the success of this type of transformation. These areas of focus are the building blocks of successful implementation. Here are our recommended initial priorities for this transformation:

Channel Marketing Strategy and Planning

Customer Understanding

Demand Program Design, Planning and Execution

Go-To-Market Strategy

Marketing Reporting and Measurement

Pricing and Packaging Strategy

We Can Help

SiriusDecisions helps clients solve their business challenges through a retainer-based subscription to b-to-b research with access to benchmark data and experienced practitioners. In the context of this transformation, we suggest supplementing your subscription with onsite strategy sessions and workshops. We start with an assessment of your organization’s capabilities and readiness, then provide integrated consulting and workshops that accelerate adoption and transfer knowledge throughout your organization.