Cisco SMB

Cisco defines SMB pretty much along the lines of the EU definition. These definitions are fairly meaningless because they imply that SMBs are just small enterprises. But thinking in terms of mobility, small and medium size companies are different than enterprises in 3 key ways:

1) Applications that drive their wireless deployments and upgrades aren’t voice, guest, or location tracking. They are more basic such as moving from paper to electronic systems (e.g. electronic medical records), upgrading accounting systems, and addressing regulatory compliance. Or deployments are event driven such as moving to a new location or addressing security holes.

2) They speak a different language then enterprise. SMB owners and business managers rely on a range of “experts� for IT decisions because they typically have little or no IT staff. IT staff that exists are generalists, not networking or wireless experts. Trusted advisors may include business peers, vendors (think Dell), on-line retailers such as CDW, accountants, consultants, and brothers-in-law.

3) SMBs don’t really know how Cisco can help their business. To most SMBs and their VARs, Cisco is too big, too complex, and too expensive. Try navigating Cisco.com and compare the experience to hp.com. This is our opportunity and this is what we need address.

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