Key Insights on SMB for Cisco’s Managed Service Provider Partners

Cisco publishes “How SMBs Choose Cloud-Based Collaboration Partners and Technologies” by Forrester Consulting

Our managed service provider partners are instrumental in connecting small and medium business owners (SMB) with transformative cloud-based calling and collaboration capabilities. That’s why we recently commissioned Forrester Consulting to study the SMB market to gather key insights on buyer needs and behavior changes. The survey presents several key insights that will help you attune your approach to the SMB market.

The study revealed several key insights for you including:

1. SMB decision makers are focused on enhancing their cloud-based communications needs. The shift to remote work underscores the need for business agility, with more than half (57%) of SMBs seeking an all-in-one cloud phone system in the next two years. This represents an upsizing and outreach opportunity for you.
2. However, 78% of SMB buyers find it difficult to find a single technology partner with all the products and services they need. You can further emphasize that through your partnership with us you can offer a wide spectrum of integrated solutions and support.
3. SMBs expect seamless experiences, deep integrations, and universal access for their communications. 81% of SMBs surveyed prefer a seamless, consistent experience across devices. You can emphasize the benefits of working with a partner with the scale of Cisco, and our commitment to deliver seamless communications experiences whether in the office, on the go, or at home.
4. Security matters. 54% of SMB tech buyers seek to improve security and reduce risk. You realize that Cisco is one of the most trusted brands and delivers security across the Webex platform. You have an opportunity to further emphasize security capabilities in your sales activities.
5. SMBs are balancing agility and reducing operational costs. 42% are interested in working with their technology partners on the benefits of enhanced technology planning at a strategic level, while reducing operational costs. You can assure your customers that Cisco will support you in delivering strategic innovations that help them achieve their goals.

Overall, the report confirms that SMBs are focused on the key capabilities that we can partner together to deliver. There is a tremendous opportunity to emphasize how your SMB tech buyers can realize the benefits of our partnership: your brand, your portfolio, your expert support, with our innovative, fully integrated, secure Webex platform.

I encourage you to download the report today and to reach out to us to see how we can tailor-fit these insights into your SMB-facing campaigns and sales conversations. We look forward to applying these insights to enhance our partnership and deliver even better solutions for our SMB customers.

Learn more:

• Read the Forrester Study (requires partner login)
• Read more from DP Venkatesh
• Read the Wholesale Route-to-Market Solution Guide
• Learn about the Wholesale Route to Market solution (requires login)