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2004-05 U.S. SB IT Adoption-Based Segmentation Strategic Overview and Topline Assessment

Product Type: Market Research Report
Published by: AMI-Partners, Inc.
Published: February 2005
Product Code: R149-319
Description
Report: Strategic Overview and Topline Assessment
Name of survey: U.S. Small Business Survey
Date of survey: Spring 2004
Country: United States
Number of pages: 202

This report provides a management summary of AMI's 2004-2005 U.S. small business IT adoption-based segmentation.

AMI-Partners defines small businesses (SBs) as companies that have fewer than 100 employees, are non-residential and non-governmental organizations, and are not a franchise of a larger corporation. Small businesses span the demographic horizon, with a high degree of variability in terms of employee size, vertical market affiliation, geographic location, and business processes. In order to fully understand this complex yet rewarding market, a segment-based approach is required - one that facilitates the targeting of specific segments by focusing on their IT-adoption-based characteristics.

AMI-Partners' long-term experience in analyzing small business market behavior has proven that the most actionable and distinguishable method of segmenting the SB market is by IT adoption. This is defined as a business's propensity to adopt, or absorb, IT solutions as a means to grow and manage the enterprise. High adopters of IT are those who embrace more advanced solutions (LAN, e-commerce, mobile PCs, servers, etc.), while low adopters are those who resist, or do not express a need (whether real or perceived) for more sophisticated IT products and services. By segmenting the SB market using an IT-adoption algorithm, AMI-Partners is able to accurately profile businesses across a spectrum of attributes, including business characteristics, decision making, attitudes, business processes, and IT usage - leading to actionable go-to-market strategy development. This report includes a comprehensive section on methodology that provides additional details regarding AMI's data collection and segmentation practices.

Reference is made in the report to four discrete groups within the segmentation, called tiers, ranging from the highest IT adopters (tier 1), to the lowest adopters (tier 4). These four distinct segments are designated AMI Tier 1 SBs (Enterprise Adopters), AMI Tier 2 SBs (Early Adopters), AMI Tier 3 SBs (Value Adopters), and AMI Tier 4 SBs (Need-Help Adopters).

Based on proprietary surveys of small businesses in the United States, Europe, Asia-Pacific and Latin America, AMI-Partners' segmentation reports are presented in a highly actionable, graphical format with go-to-market insights and analysis.
Table of Contents
Introduction

U.S. SB - Definitions by Type of Business

U.S. SB Segmentation Introduction

U.S. SB Segmentation Introduction (Cont'd.)

AMI-Partners' Market Segmentation Theory

Actionable AMI Segmentation - Three Driving Factors Define Segmentation “DNA” Or Mindset

AMI-Partners Medium Business Segmentation Methodology

AMI Segmentation Identifies Four Distinct SMB Tiers

U.S. SB Segmentation High-Level Segmentation Profiles

U.S. SB Segmentation - Overview Report: Individual Segment Summary Breakouts

Tier 1 - U.S. SB IT/Telecom Spending Overview

Tier 1 - U.S. SB Firmographics Overview

Tier 1 - U.S. SB Computing (Clients) Overview

Tier 1 - U.S. SB Networking Overview

Tier 1 - U.S. SB Internet Overview

Tier 2 - U.S. SB IT/Telecom Spending Overview

Tier 2 - U.S. SB Firmographics Overview

Tier 2 - U.S. SB Computing (Clients) Overview

Tier 2 - U.S. SB Networking Overview

Tier 2 - U.S. SB Internet Overview

Tier 3 - U.S. SB IT/Telecom Spending Overview

Tier 3 - U.S. SB Firmographics Overview

Tier 3 - U.S. SB Computing (Clients) Overview

Tier 3 - U.S. SB Networking Overview

Tier 3 - U.S. SB Internet Overview

Tier 4 - U.S. SB IT/Telecom Spending Overview

Tier 4 - U.S. SB Firmographics Overview

Tier 4 - U.S. SB Computing (Clients) Overview

Tier 4 - U.S. SB Networking Overview

Tier 4 - U.S. SB Internet Overview

U.S. SB Spending, Penetration and Budgets

U.S. SB Distribution of SBs by Segment

U.S. SB Vertical Industry Breakout by Segment

U.S. SB IT Spending Ratio

U.S. SB Key Technology Penetration

U.S. SB Average Annual Spending Per Business by Segment

U.S. SB IT/Telecom Spending Comparisons

U.S. SB Segment Profile - Tier 1

U.S. SB Segment Profile - Tier 2

U.S. SB Segment Profile - Tier 3

U.S. SB Segment Profile - Tier 4

U.S. SB Average Annual IT Budget (Self-Reported) vs. Actual IT Spending Per PC SB

U.S. SB Methodologies

U.S. SB Survey Process

U.S. SB SMBs Defined

U.S. SB Margin of Error

U.S. SB Sampling Pool by Type of Business

U.S. SB Demographics

U.S. SB Total Share of PC Enterprises by Segment

U.S. SB Demographics - Comparison Across Segments

U.S. SB Revenues - Comparison Across Segments

U.S. SB Typical Distribution of Suppliers and Vendors

U.S. SB Use of Electronic Billing/Invoicing

U.S. SB Employee Benefits

U.S. SB Retirement Plans Offered

U.S. SB Business Processes - Accounting/Payroll Overview

U.S. SB Attitudes and Decision Making

U.S. SB Attitudes: Importance of Internet for Various Business Functions

U.S. SB Attitudes: Importance of Software Applications and Services

U.S. SB Attitudes: Importance of Connectivity, Storage and Security Products and Services

U.S. SB Attitudes: Importance of Services, Training and Outsourcing

U.S. SB Attitudes: Purchase Preferences

U.S. SB Purchase Decision Making: Level of Involvement for IT/Telecom-Related Purchases

U.S. SB Impact of Various Information Sources Used for Awareness and Information Gathering for IT-Related Products & Services

U.S. SB Computing

U.S. SB Overview of Computing-Related Spending

U.S. SB Computing-Related Penetration

U.S. SB Average Annual Computing Components Spending

U.S. SB Computing - Computing Hardware (Clients)

U.S. SB Computer Ownership and Installed Base

U.S. SB Average Computers Purchased and Total Shipments

U.S. SB Computer Shipments (Purchased Last 12 Months) - Year to Year Comparison

U.S. SB Trends in Ownership of Desktop PC Brands

U.S. SB Trends in Ownership of Portable PC Brands

U.S. SB Planned Computer Purchases - Next 12 Months

U.S. SB Computing - Imaging and Printing

U.S. SB Average Annual and Total Market Spending on Printers, Printer Supplies and Peripherals

U.S. SB Printer Ownership and Installed Base

U.S. SB Current and Planned Printer Overview

U.S. SB Trends in Printer Brands - Currently Used

U.S. SB Trends in Printer Brands - Purchased in Last 12 Months

U.S. SB Trends in Printer Brands - Plan to Purchase in Next 12 Months

U.S. SB Peripherals Ownership Among SBs

U.S. SB Software

U.S. SB Overview of Software Spending

U.S. SB Trends in Use of PC Operating Systems

U.S. SB Current vs. Planned Software Applications Usage - Productivity/Business Admin/Utilities and Finance/Accounting

U.S. SB Current vs. Planned Software Applications Usage - Specialized Applications

U.S. SB Planned PC Application Usage: New Users

U.S. SB Software (Productivity, OS, Databases, Utilities) Spending Overview

U.S. SB Primary Accounting Method

U.S. SB Payroll Processing

U.S. SB Accounting Software Snapshot

U.S. SB Hosted Applications On-Demand Snapshot

U.S. SB Current and Planned Hosted/On-Demand Applications

U.S. SB Enterprise Software: CRM Snapshot

U.S. SB Enterprise Software: ERP/SCM Snapshot

U.S. SB Trends in Use of Network Operating Systems

U.S. SB Average Annual Networking Software Spending

U.S. SB Frequency of Purchasing Non-Bundled Software

U.S. SB Frequency and Methods of Software Acquisitions

U.S. SB Factors Impacting Purchase/Upgrading Software

U.S. SB Servers and Networking Hardware

U.S. SB Servers

U.S. SB LAN and Server Penetration

U.S. SB Server Installed Base

U.S. SB Average Annual LAN Server Spending

U.S. SB Server Brands Overview

U.S. SB Networking Hardware

U.S. SB Overview of Networking Hardware Spending

U.S. SB Networking-Related Technologies/Services Penetration

U.S. SB Average Annual Networking-Related Spending per SB

U.S. SB Number of PCs Currently Connected and Plan to Connect to LANs

U.S. SB Networking Technology Penetration: Wireless LAN, Voice Over IP (VoIP), and Computer Telephony Integration (CTI)

U.S. SB Networking Products/Brands - SBs That Purchased Networking Products in Last 12 Months

U.S. SB Networking Products/Brands Purchased in the Last 12 Months

U.S. SB Storage

U.S. SB Overview of Storage Spending

U.S. SB Storage Technologies: Data Storage and Back-up Solutions

U.S. SB Storage Technologies: Network Storage Products/ Solutions

U.S. SB Storage Spending by Technology

U.S. SB Average Data Storage Capacity

U.S. SB Top Storage Brands

U.S. SB Factors Impacting Data Storage Requirements & Capabilities

U.S. SB Security

U.S. SB Overview of Security Spending

U.S. SB Security Technologies/Services Penetration

U.S. SB PC-Based Security Software Penetration

U.S. SB PC-Based Firewalls

U.S. SB Current and Planned Use of VPNs

U.S. SB Network-Based Firewall Deployment

U.S. SB Service and Support

U.S. SB Overview of Service and Support Spending

U.S. SB Total Share of Enterprises vs. Total Spending on Outsourced Business Services

U.S. SB Spending for Outsourcing of Business Functions

U.S. SB Average Annual IT Budget

U.S. SB IT-Related Services Usage

U.S. SB Technology Management Across Locations

U.S. SB Number of Full-Time IT Service and Support Employees

U.S. SB Computing Service and Support (via 3rd-Party Vendors) Spending Overview

U.S. SB Annual Custom Software Spending Overview

U.S. SB Average Annual Networking Service and Support Spending

U.S. SB Channels

U.S. SB Channel Share (Normalized) for Computer Purchases by Segment

U.S. SB Channel Usage Breakout for Computer Purchases by Segment

U.S. SB Channel Share (Normalized) for Printer Purchases by Segment

U.S. SB Channel Usage Breakout for Printer Purchases by Segment

U.S. SB Channel Usage Breakout for Software Pu
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