Accenture High Tech Solutions for Serving the Small and Medium ...

“ To deliver to this market space, we
recognize one of our key capabilities
is market segmentation—knowing who
we are selling to, when and where.”
Bill LePage CISCO Systems
Vice President - Worldwide InsideSales
A new market opportunity
calls for a new approach
Accenture’s ongoing research into the
characteristics of high-performance
businesses reveals that top companies
are obsessed with winning the
battle for the customer. In the SMB
space, this means more than simply
repackaging your existing sales model,
stripping down your product portfolio
or opening a call center phone line
dedicated to small- and medium-sized
businesses. It means fundamentally
changing the way you go to market.
We often find the capabilities needed
to effectively implement and run your
SMB initiatives are markedly different
from those used to service your enterprise
customers. For example, SMB and
commercial companies have different
support, financing, and infrastructure
requirements. Expansion of your
strategy to suit customers’ unique
needs may also require an expansion
of these capabilities.
Based on our deep industry insights
and proven customer relationship
management capabilities, we have
developed an end-to-end solution
that is unique to others’ tactical or
siloed offerings. Our integrated
SMB approach typically includes
strategic guidance, process, and
system reengineering to operationalize
critical sales functions. And we have
bundled these capabilities to deliver
a comprehensive solution that helps
you achieve first-mover advantage
(See Figure 2).
Accenture’s SMB Routes-to-Market
Offering: A set of strategies, best
practice processes, tools and business
process outsourcing arrangements that
can help you:
• Operationalize your strategy
• Maximize customer segment
penetration and profitability
• Drive greater revenue and decrease
expenses
• Maximize the efficiency and
effectiveness of SMB interactions
• Improve the customer experience
and brand loyalty