“The industry appears to focus on large rollouts (4 to 5 figures worth of displays) as highly sought-after “wins.” What consideration should be given to the SMB (small-to- medium business) customers?”
Large deals are always worth celebrating and greatly help meet annual revenue goals. However, this can’t come at the expense of smaller deals. The SMB clients and opportunities represent the true growth in the industry. This is where greater innovation and experimentation occurs. These smaller clients are developing new solutions in new venues and applications that start locally and expand regionally. Fostering these relationships early in their development can eventually lead to the larger four-to-five figure deals.