1. SMB IT Pros Sound Off

2. Why are we here?
Sales Pitch?
Product Demo?
To secure comp‟d
tickets for Red Sox tonight!
…okay, maybe

3. The Elusive Global SMB IT Market
A tough nut to crack, but represents 50% of the total IT spend
Employee Size: 1-999
$
IT
7M IT Pros/ 197M Employees/ $792B in Yearly
IT Service Providers 18M Companies IT Purchasing
How can they be reached effectively and efficiently?
Data based on Gartner, ITAA and Dept. of Commerce statistics.

4. What do you think of when
we say “Spiceworks?”
Cool name. Organizing my pantry.
They’re the ones trying to ‘Spice IT Up.’
Isn’t that a BBQ place nearby?
Paprika
…bless you.
Social business app for IT.
Lame name.
Free network management software.

5. A Problem Solved: Spiceworks
Free IT Application Community
IT IT IT
IT IT
V IT IT
IT IT IT IT IT
IT IT IT IT
V
Vendors IT IT IT Commerce
V

6. SMB IT Pros Worldwide Use Spiceworks
Fastest growing Social IT app in history
Over 2,100 added every business day. Daily Growth:
2,750,000  2,100 new users
2,500,000
 1,150 new companies
IT
 12,000 printers added
2,250,000
 78,000 computers added
2,000,000 July
1,750,000
Network Scale:
1,500,000
 122 million devices
1,250,000  68 million employees
1,000,000  1.3 million companies
750,000  $370 billion in IT budget
500,000
250,000 Monthly Metrics:
0  2.1M Monthly Unique Visitors
2006 2007 2008 2009 2010 2011 2012*  44M Monthly Impressions
 403M User Minutes in Application
* 2012 Estimated

7. Managing Their Networks 9-to-5
Research Get Advice Purchase Buy
Manage Track Solve Problems

8. Monthly Engagement
Total Time in App
(in thousands, per month)
5 3
, 4 5 7
, 2 5 8 min.
, 4 0 3
, 2 9 3 min.
, 3 2 5
, 6 7 9 min.
Avg. Time per User
(in hours : minutes, per month)
06:21
04:29
00:32
Source: Nielsen Q3 Social Media Report, Spiceworks

9. „CIOs of SMBs‟ are a Myth
IT at SMBs is not part of the C-suite
Typical Org Structure (Employee Size)
1 - 19 20 - 99 100 - 499 500+
No IT on staff.
IT IT IT
* Typically supported
via ISPs & MSPs
“the IT Guy” IT Dir./Mgr. VP of IT/Dir.
IT IT IT IT
Network Mgr. Server Mgr. IT
ISP IT IT IT IT
MSP Network Mgt. Server Mgt.
IT
IT IT
Help Desk
612K companies 384K companies 264K companies 39K companies
6% of usage 13% of usage 50% of usage 31% of usage
Even as IT organizations grow, in staff and responsibilities, the decision
makers are „downstream‟ and are where you want your brand to be.
81% of users are primary IT decision maker at their company

10. Marketers and Agencies are „Going Social‟
Traditional Media B2B Social Networks
• Publishers decide what • IT pros and vendors share insights
content matters • Word-of-mouth amplifies reach
• IT pros are “on an island” • Influencing one = influencing many
• Social is a „bolt-on‟ offering • Immediate feedback/impact
• Old data, older methods • Highly targeted
• Poor registration/targeting
IT
V IT
IT IT IT
IT V IT IT
IT IT IT IT IT IT IT V
IT IT IT V
V IT IT
IT V IT
Vendor = Vendor =
Passive advertiser Interactive, trusted participant

11. Now, our panel…

12. Today‟s Unplugged Panelists
Jamie Fitzemeyer – Network Administrator,
CaLLogix, Inc.
Steve Kleine – Server Administrator,
New England College of Optometry
Jonathan Schmid – Director of Innovation & Technology,
The Meadowbrook School of Weston
Harry Terkanian – IT Director,
Town of Truro

13. Jamie Fitzemeyer

14. Steve Kleine

15. Jonathan Schmid

16. Harry Terkanian

18. Getting Started in Spiceworks
As a technology marketer, how can you best take
advantage of the opportunity and get well positioned
inside Spiceworks?
1. Banner and Display Ad exposure
2. Social media engagement (Green Guy and Marketer accounts…
3. Research (Voice of IT, surveys, panels, polls, etc…)
4. Events (Unplugged, SpiceWorld…)
5. Request for Quote feature

19. Thank you.