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Messaging in the SMB Market, 2006-2009
Osterman Research, Inc., Sep 2006
Because many vendors focus on the large enterprise market, they can overlook the opportunities that are available to them among companies and other organizations that have fewer than 1,000 employees. We will publish a study that examines the messaging needs of small and midsized businesses (SMBs). The study will be designed specifically to help vendors understand and participate in the growing SMB market.
This report will help vendors understand the messaging needs of SMBs, including their need for messaging servers and services, messaging security, encryption, instant messaging and presence, backup and disaster recovery tools, preferred form factors (software vs. appliance vs. managed services) and other capabilities. Topics to be covered in Messaging in the SMB Market, 2006-2009 will include the following, but as with all our multiclient studies, questions from early subscribers will be included in the surveys conducted specifically for this report:
- Current demand and forecasts for the number of messaging seats in the SMB market, as well as the penetration of anti-virus, anti-spam, anti-spyware, secure messaging, backup and other systems.
- Identification and analysis of the criteria used by SMB decision makers as they make plans for messaging system deployments and upgrades through 2009.
- Analysis of how SMBs evaluate and purchase messaging systems and related capabilities and how this differs from the way in which enterprises do this.
- Key differentiators between the large enterprise and SMB markets in terms of sales channels, price points, the propensity to use hosted and managed services, the desired balance between price and performance and other factors.
- Analysis of the unique problems faced by SMBs in the context of evaluating, deploying, using and maintaining messaging and related systems.
- The features and functions that SMB decision-makers consider to be the most and least important as they evaluate messaging servers and services, messaging security systems, secure messaging tools and other capabilities.
- An analysis of the form factors and delivery models sought by SMB decision makers (software vs. appliance vs. managed service).
- The market demand for hosted, managed and ISP messaging services and how offerings for the SMB market must differ from those designed for large enterprises.
- Analysis of the types of marketing messages that will most resonate with SMB decision-makers, as well as those messages that will not be effective.
- Analysis of the critical success factors for vendors as they attempt to serve the SMB market.
- Other topics to be determined by early subscribers to the report.
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