Go-to-Market Strategies for IT Consulting and Services Companies Targeting SMBs
It has been an interesting year for IT consulting firms serving the constantly changing small- and mid-sized business market. Despite all the uncertainty and volatility, small businesses are still investing in technology modernization to compete in today's digital economy. Indeed, IT spending among SMBs will rise from 6% in 2024 to 8% CAGR by 2028, according to Analysys Mason projections, as business leaders shift from reactive to proactive technology investments, focusing on long-term growth and efficiency gains.
Lane Cooper, Executive Director, Mindshare Capture
In terms of actual numbers, McKinsey pegs SMB technology spend at around $180 billion, or roughly half of the $370 billion spent on IT in the U.S. economy. Key areas of SMB investment, they say, include cloud services, cybersecurity, infrastructure, and software-as-a-service (SaaS) solutions. I will note that the wild card of Gen AI has yet to be considered in these projections but will doubtlessly account for a growing segment of SMB tech spend.
While the SMB market is large and growing at mid-to-high single-digit growth rates, it is also crowded. Well over 10,000 service providers target this segment of the market, and that includes major players in the industry, including IBM, Accenture, Microsoft, Infosys, and Wipro (which admittedly focus on the higher end of the SMB space).
Competing in this environment is already tough for small and mid-sized IT service providers (with 10-200 employees). It will only become more complicated as the U.S. economy teeters on the edge of a soft landing or a potential recession.
That is where Mindshare Capture Consulting comes in. We are a boutique thought leadership-based go-to-market agency that specializes in working with emerging IT consulting firms that address the SMB market.
I am writing today to introduce our firm and to make you aware of our "quick-launch" go-to-market campaign initiative which is specifically designed for professional service providers serving the SMB community. The program is both very affordable and highly impactful.
Our strategy starts with a rapid target audience assessment to develop highly relevant topics for your customers and prospects.
Based on this assessment, our team produces an executive audio interview, a Q&A document, and an expertly crafted article distributed to key customers and prospects (we have a database of over 12,000 SMB executives).
Content developed through the campaign is also syndicated to media and analysts who cover the markets you serve.
The strategy highlights your company's unique value proposition, enabling you to rapidly connect with decision-makers who need your solutions.
If you want to learn more, please CLICK HERE to schedule an appointment or request more information.
Wishing you the very best,
LC