eBooks & Guides


Everyone talks about selling to the Enterprise, but what about selling to small to medium businesses (SMBs)? Do you know what the SMB landscape looks like? What even qualifies as an SMB? How much of the SMB space actually fits your ICP? How do you measure the success of an SMB?


The key to marketing success now and into the future requires teams to develop strategic personalization, reach each segment with a meaningful omnichannel approach, and execute personalized account-based marketing (ABM) strategies effectively at scale.


The power of Cloud-based data collection, analysis and distribution are making dramatic changes in how B2SMB service providers engage with SMBs across the board. The pivot point for this change is the CRM and the data that (should) reside in it.


D Score is a digital-centric metric for today’s inherently digital SMBs (small to medium businesses). D Score goes beyond one-dimensional firmographics, and identifies constraints in SMB operations and infrastructure that are holding back performance.  

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