Table of Contents
- Introduction and Notes
- Contents
- Key Findings & Implications for Vendors
- Key Findings - Business Conditions & SMBs' Challenges
- Executive Summary
- Key Take Away for Vendors
- Opportunity Assessment for Vendors
- Opportunity targeting for Vendors
- Opportunity Optimization for Vendors
- Key Findings - SMBs' Reaction to the Downturn
- Key Findings - Impact on IT Spending
- Key Findings - Vendor Priorities during the Downturn
- Key Findings - Priority Segment
- Key Findings - Vendor Messaging
- Key Findings - Business Profile of SMBs in India
- SMBs' Reactions To New Business Environment
- India SMBs : Economic concerns are growing
- India SMBs : top strategic IT issues map to cost, productivity and
customer intimacy concerns
- India SMBs : business conditions have been affected by the downturn
- India SMBs : have undertaken cost cutting measures to counter the effects
- High Value Printing Customer Opportunity
- India SMBs : High Value versus Medium/Low Value Printing Opportunity SMBs
- India SMBs : HVPCs also spend more on printing relative to their segment
contribution
- India SMBs : High value printing customers are typically larger businesses
in terms of employee size and annual revenue
- India SMBs : HVPCs' tendency to outsource is an opportunity to capture
more value prints back in-house
- India SMBs : Vendors should clearly underscore the value propositions of
in-house printing to HVPCs and tie them back to business benefits
- India SMBs : LVPC' s are more aware and concerned with “Green
IT” themes
- Printing Market Opportunity & Usage
- Revisions to printing opportunity due to market downturn
- Universe and IT Spending in India
- Printer & copier hardware usage amongst India SMBs
- Printing spending, shipments and install base amongst India SMBs
- Vendors should build awareness among SMBs the benefits of marketing
themselves during the downturn and encourage adoption of in-house printing
- Retail stores and VARs are key printing channels
- Printing features & services used in-house
- Printer & Office Equipment Maintenance
- Decision Makers & Purchase Preference
- Purchase preferences are increasingly sophisticated
- Formalizing an IT purchase process has grown in importance
- Owner, in-house IT & LOB are most involved in the IT purchase Process
- External financing is an important part of IT purchasing
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