Enterprise vs. SMB - What's the Real Difference?

About this Video

• Video Title: Enterprise vs. SMB - What's the Real Difference?
• Channel: Founder Institute
• Speakers: (Speaker name not available in transcript)
• Duration: 00:02:55

Introduction

This video explains the key differences between selling to small and medium-sized businesses (SMBs) and enterprises. The speaker emphasizes understanding the buyer's persona and decision-making process as the foundation for distinguishing between these market segments.

Key Takeaways

• Defining SMB vs. Enterprise: There's no standard definition; the key is understanding the buyer's characteristics and decision-making process.
• SMB Buyer Priorities: SMBs prioritize immediate value, short-term solutions (within months or quarters), and quick buying cycles (2-90 days).
• Enterprise Buyer Priorities: Enterprises focus on long-term strategic goals (2-5 year plans), have defined buying processes with multiple stakeholders, and require consensus building.
• Buying Process Differences: SMB buying is typically unstructured and quick, while enterprise buying is structured, involves multiple stages, and follows a defined process.
• Targeting Differences: SMBs often find information through forums and online searches, while enterprises have a more formal, lengthy process for consuming marketing messages and making decisions.