Format: Four panelists, two 18-minute sessions; in the first session, the panel takes the position of "No way"; in the second, "Of course". 18 minutes of Q&A and a final Audience Vote.
Panelists: People who sell to SMEs and at least one person who has sold to SMEs AND Enterprise customers.
- Is there even a market that big?
- Can there really be ONE set of products that sells to MULTIPLE SME companies?
- Do they have the money to buy?
- Is the effort worth the results?
- Is there an appreciation of technology at all in this segment?
- Is it not faster/cheaper/better to put people to work than technology?
- Are there incumbents that can grow better than newbies?
- Do foreign providers have a better chance here? Are they even interested?
- Can you get investors interested in this kind of a business?
- How important is Brand in this segment?
1 Key differences between selling to SMEs and to Consumers/Enterprise
2 Challenges in relying on that one space
3 Issues of scale to get to $ 1 BN.
- May be difficult getting panelists who've "been there, done that" in the segment
- Willingness/ability to argue both sides of the coin in an engaging manner may be challenging
- May need more-than-normal initial goal-setting with panel and with audience.