we are successful in SMB in our space with a SaaS product line. - it is a highly regulated industry - we can prove compliance and prove ongoing compliance eff

we are successful in SMB in our space with a SaaS product line. - it is a highly regulated industry - we can prove compliance and prove ongoing compliance efforts - we can prove better uptime and security then in-house, on premise solutions we do not dabble in other verticals, all our customer facing personnel is fluent in this industries language. funnily enough, true success in SMB only happened after success with top20 companies. SMB sales cycles tend to be a lot longer, as budgets are way more constrained. once you have some of the big guys though, SMB starts trusting you. SMB in US is still easy though, we are now tackling EU and this is really hard. if it's not SAP or some homegrown shit-solution built by the IT chief's nephew, it is deeply suspect.