Small and Medium Business Part Number Configurator

Which is right for my customer?

The below indictors are intended to give you a guideline for when to sell Small Business versus Medium Business solutions.

INDICATORS FOR SMALL BUSINESS OR MEDIUM BUSINESS SECURITY SOLUTIONS

Sell Small Business Solutions

  • Microsoft Windows - only environment
  • Less than 250 users, ideally less than 100 users
  • Part-time or no dedicated IT staff
  • Wants automated, all-in-one threat protection
  • Wants to protect Microsoft Small Business Server*

Sell Medium

Use non-Windows machines (e.g. Unix, Solaris, Lotus Domino)**
100 or more users
Dedicated IT temas and security staff
Centralized IT management across multiple locations**
Wants customizable, best-of-breed solutions
Clustering support**
Has data centers
Uses test labs and phased deployment

 

*Must pitch Small Business
**Must pitch Medium Business

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