2. What is “Enterprise”? A “Fortune 500” Company A “Business” Not a Consumer Anybody With a Payroll 2 www.linkedin.com/in/danielcallahan
3. How Many Enterprises Are There? Number of Employees in the Firm Number of Firms in Each Size Category 2004 Data from US Bureau of Census 3 www.linkedin.com/in/danielcallahan
4. You Have to Account for the Differences, Along with the Similarities! 4 www.linkedin.com/in/danielcallahan
5. Segmenting the Enterprise Market… Like This “Big Enterprise” Segment “SME” Segment 2004 Data from US Bureau of Census 5 www.linkedin.com/in/danielcallahan
6. Segmenting the Enterprise Market… or Like This “Big Enterprise” Segment “SME” Segment “Sole Proprietor” Segment 2004 Data from US Bureau of Census 6 www.linkedin.com/in/danielcallahan
8. Think of Each Segment Like a Country 8 www.linkedin.com/in/danielcallahan
9. Questions to Guide Your Go-to-Market Strategy 9 www.linkedin.com/in/danielcallahan
10. Assess, Plan, Execute, React What are the Answers to these Questions Telling You? What Actions are Implied? Do You Have What You Need to Achieve Your Plan? How’s the Plan Working? Time to Regroup? 10 www.linkedin.com/in/danielcallahan
11. Thanks for Watching! Comments? Questions? Send them to dcallahan (at) alum (punto) mit (punto) edu 11 www.linkedin.com/in/danielcallahan