Thu. Jun 24th, 2021

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Companies and businesses need to invest in research and development to improve all kinds of processes that generate more value to the organization. Information technologies (IT) are all these useful tools and applications that support both the operation and the management of companies. But how do you go about convincing small and medium-sized businesses of this and selling them IT infrastructure?

With the dynamics of the market, companies must implement changes quickly. Technology is a means to achieve this goal. Companies must bring new products to market quickly, while meeting customer quality requirements.

To be successful, they must also eliminate unnecessary products and take administrative measures to reduce costs and production times. The growth of global quality standards and processes in business has also increased the need for companies to use technology to implement necessary changes to meet new requirements.

Different studies reveal that a very high percentage (more than 80 percent) of SME executives consider information technology to be an important driver of competitiveness. The small and medium business sector needs infrastructure that allows them to compete in the knowledge economy and helps them to transform their offers and services.

Technology helps companies to manage changes in operations. Companies have managed to reduce costs by reviewing business processes and removing actions that customers do not perceive as valuable.

Communication via e-mail, electronic banking, payment of taxes, and purchase of supplies are some of the segments where technology is most implemented, making it clear that its adoption in organizations is something that evolves every day on a par with the need for better and more secure systems to manage their data.

Another important point to highlight, which has grown considerably in companies, is mobility and what is known as bring your qwn device. In this regard, a recent study estimates that half of the world’s businesses will require their employees to bring their own equipment to work.

Organizations should not only look at the opportunities to benefit from technology today, but also anticipate future changes. A company that focuses only on current benefits may overlook the possibilities of implementing changes that could affect its profitability or future survival.

Organizations that have relied on five-year strategic plans implemented in the past now find they have to revisit these plans every 12 to 18 months. Organizations must also determine the appropriate scope of change and manage the internal cultural changes needed to successfully integrate new technologies.

All of these points point to the opportunity presented by the SME market. However, it is necessary to know how to take advantage of that and deploy appropriate tools to be able to sell technology to this type of companies.

Although there are technologies that can be used for all applications or adapted to the needs of companies, it is important to have a portfolio of products, solutions and services for this market that can be adapted or a new one designed according to the needs of each SME. Small and medium enterprises do not demand the same as a large corporation, but by turning them into customers, they can generate the same or more profitability.