|Exam Name||:||SOCA Sales Small and Medium Businesses(R) (SMB)|
|Questions and Answers||:||130 Q & A|
|Updated On||:||February 20, 2019|
|PDF Download Mirror||:||Pass4sure STI-884 Dump|
|Get Full Version||:||Pass4sure STI-884 Full Version|
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Small Hydro vigour business 2019 world Market analysis file items you analysis of market dimension, share, and boom, traits, and price structure, statistical and finished records of the world market. Small Hydro power market is expected to replicate a favorable increase vogue in imminent years and this ingredient which is positive and supportive to the enterprise.
Get sample replica of this record – www.researchformarkets.com/sample/world-small-hydro-powe...The globally installed SHP ability is estimated at eighty GW in 2017, with an average growth price of three percent from 2013. within the coming years, the market will attain ninety GW in 2023 with CAGR about 2.12%.
SHP represents about 1.9 per cent of the area’s total energy capability, 7 per cent of the total renewable energy capacity and 6.5 p.c (< 10 MW) of the whole hydropower skill (together with pumped storage). As one of the world’s most important renewable power sources, SHP is fifth in construction, with big hydropower having the maximum installed skill to date, adopted with the aid of wind and photo voltaic vigor.
China continues to dominate the SHP landscape. Fifty-one percent of the area’s total installed ability (definition of under 10 MW) is located in China. It has more than 3 instances the SHP put in means of Italy, Japan, Norway and the us mixed.
generally as a result of the dominance of China in SHP, Asia has the optimum share of put in SHP ability, with 51919 MW, constituting about sixty five percent of the whole share. Oceania, having said that, has the bottom share, with less than 1 % of the whole global put in SHP capability. The Latin the us and Africa have the fourth and fifth-maximum put in means and abilities of all five areas. SHP in Africa will also be characterized as having a comparatively low stage of put in skill however with appreciable capabilities for development.
together, the suitable 5 nations—China, Italy, Japan, Norway and the United States account for 67 per cent of the area’s complete installed skill.
The international Small Hydro energy market 2019 research offers a simple overview of the industry together with definitions, classifications, applications and trade chain constitution. The global Small Hydro power market analysis is equipped for the international markets together with building developments, aggressive panorama analysis, and key regions construction reputation. construction policies and plans are discussed as well as manufacturing techniques and cost buildings are also analyzed. This file also states import/export consumption, deliver and demand Figures, cost, price, salary and gross margins.
No of document Pages- 120 & exact 20 Market gamers evaluation
Inquire extra or share questions if any on this report @ www.researchformarkets.com/inquiry/international-small-hydro-pow...international Small Hydro energy Market competitors by using excellent manufacturers, with production, fee, income (price) and market share for each and every company; the properly gamers together with:- Voith, GE, Andritz Hydro, Siemens, Agder Energi, Derwent, Lanco, Schneider electric and FAB 3R
The record also makes a speciality of international essential leading business players of global Small Hydro power market providing suggestions reminiscent of enterprise profiles, product graphic and specification, potential, production, cost, can charge, profits and contact tips. Upstream raw substances and equipment and downstream demand evaluation is also conducted. The world Small Hydro vigour Market development trends and advertising channels are analyzed. eventually the feasibility of new investment tasks are assessed and typical research conclusions provided.
Market segment with the aid of class, covers• Small Hydro (1 MW - 10 MW)• Mini Hydro (one hundred kW - 1 MW)• Micro Hydro (5 kW - a hundred kW)• Others•Market segment with the aid of applications, can be divided into• Farm• Ranch• Village• Others
With tables and figures helping analyze worldwide international Small Hydro power market, this analysis offers key statistics on the state of the industry and is a helpful source of information and path for organizations and people drawn to the market.
Order a duplicate of global Small Hydro power Market file 2019 @ www.researchformarkets.com/purchase-now/global-small-hydro-pow...
if in case you have any special necessities, please tell us and we can offer you the record as you need.
The content material of the study subjects, contains a total of 15 chapters:
Chapter 1, to describe Small Hydro vigor product scope, market overview, market alternatives, market using force and market hazards.
Chapter 2, to profile the excellent manufacturers of Small Hydro energy, with expense, income, revenue and world market share of Small Hydro vigour in 2017 and 2019.
Chapter three, the Small Hydro power aggressive condition, earnings, salary and global market share of excellent producers are analyzed emphatically through landscape distinction.
Chapter four, the Small Hydro vigour breakdown information are proven on the regional degree, to exhibit the earnings, revenue and increase by using regions, from 2014 to 2019.
Chapter 5, 6, 7, eight and 9, to spoil the revenue data on the nation degree, with revenue, salary and market share for key nations on the earth, from 2014 to 2019.
Chapter 10 and eleven, to segment the revenue by means of classification and application, with income market share and increase price through category, software, from 2014 to 2019.
Chapter 12, Small Hydro vigour market forecast, by means of regions, type and utility, with earnings and revenue, from 2019 to 2024.
Chapter 13, 14 and 15, to explain Small Hydro vigor revenue channel, distributors, consumers, research findings and conclusion, appendix and information source.
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Feb 18, 2019 (WiredRelease by way of COMTEX) -- disbursed power generation refers to small scale energy generation instruments which generate electrical energy with the support of renewable elements corresponding to photo voltaic, wind, etc. to give electricity all the way through power outages. Implementation of DEG offers vigor reliability, reduction in cost of electrical energy and a lot of different conclusion person utility advantages.
The objective of the "international dispensed energy technology (DEG) Market" file is to depict the traits and upcoming for the allotted power technology (DEG) trade over the forecast years. disbursed power technology (DEG) Market file facts has been gathered from industry professional/specialists. youngsters the market size of the market is studied and expected from 2019 to 2028 mulling over 2016 as the base 12 months of the market examine. Attentiveness for the market has extended in contemporary a long time because of development and development in the innovation.
expanding demand for allotted energy era as a result of skill of conversion of commonplace and unconventional elements into electrical energy, is expected to gas increase of the target market over the forecast length. Rising problem related to international warming propels adoption of environment-pleasant, clear, and freed from damaging gases renewable energy components international, which expected to bolster demand for disbursed energy technology systems and drives increase of the international market over the forecast period.
designated investigation of market really useful in figuring out the in-depth market imaginative and prescient and future plans. The information accumulated from a number of magazines, yearly experiences, cyber web sources, and journals are established with the aid of conducting face-to-face or telephonic interviews with the distributed power generation (DEG) industry professional.
Free pattern document for extra Insights at: https://marketresearch.biz/document/distributed-power-generation-deg-market/request-pattern
global disbursed energy generation (DEG) market post-mortem:
depending upon the impact, the business profiles of all key producers, their institution yr, regional marketplace for advertising and earnings, products and services serves as well as the contact details are offer during this research document.
foremost distributed power technology (DEG) market gamers covers by this research record are: Rolls-Royce vigor systems AG, general electric powered (GE), Siemens AG, Toyota Turbine and techniques Inc, Capstone Turbine enterprise, FuelCell energy Inc, Suzlon energy constrained, Doosan fuel cellphone the united states, Vestas Wind techniques A/S, Caterpillar vigor plants, Ballard vigor techniques Inc, Enercon GMBH and Sharp supplier.
dispensed power technology (DEG) market segregation:
Segmentation by expertise: combined heat and vigour (CHP), gas Cells, Reciprocating Engines, gas & Steam generators, Wind mills, solar PV Cells. Segmentation via software: On-Grid, Off-Grid. Segmentation by way of conclusion-use: Residential, industrial, Industrial
main regions of distributed energy technology (DEG) market:
considering that Asia-Pacific area, North the usa and Europe will calculate a considerable market share and strengthen with a swift CAGR from 2019 to 2028. This areas holds significant share in the market. yet another developed region of the world and increase conveniences over the forecast duration are offered in record. This file talks about a variety of other regions together with Latin america, The core East, North the united states, and Africa. further regions can be supplied during this allotted energy era (DEG) analysis report based upon customer necessities.
Queries Enquire Full Exploration of allotted energy era (DEG) Market: https://marketresearch.biz/record/disbursed-energy-era-deg-market/#inquiry
vital elements offered during this allotted energy generation (DEG) research file:
-- distributed energy technology (DEG) analysis offers agencies checklist this is discovering the inorganic extension.
-- shows distinct impending relation and ingrained contracts between key carriers and raw cloth suppliers and distributors.
-- Success and development factors of distributed power generation (DEG) trade are served in this research record.
-- trained SWOT (Strengths, Weaknesses, alternatives, and Threats) and PESTEL (Political, financial, Social, Technological, Environmental and legal) analyze is most reliable.
-- Product potential, import/ship-out detail, deliver-chain look at, forecast planning and procedures, gross margin, and diverse technological development of true producers are cited during this research record.
other linked stories:
Elastomeric Foam MarketCeramic Foams MarketCrop Sprayer MarketMicro Forceps MarketOptical Microscopes MarketStyrene Butadiene Rubber MarketThermal energy Storage Market
This Small Hydro vigor market document speaks about the manufacturing technique analyzed completely with respect to four elements like producers, regional analysis, phase by means of class and segment by means of purposes and extra.
This press liberate turned into orginally allotted by means of SBWire
Selbyville, DE -- (SBWIRE) -- 02/18/2019 -- MarketStudyReport.com adds a brand new market analysis document titled international Small Hydro power Market analysis report 2018 posted by means of Market analyze file to the power and vigour segment of its on-line reports store
This document experiences the international Small Hydro vigour market reputation and forecast, categorizes the international Small Hydro energy market size (value & quantity) by using producers, type, utility, and place. This file specializes in the accurate manufacturers in North the usa, Europe, Japan, China, and different areas (India, Southeast Asia).
Request a sample of this premium file titled at https://www.marketstudyreport.com/request-a-pattern/1361468
The most important manufacturers coated in this record
VoithGEAndritz HydroSiemensAgder EnergiDerwentLancoSchneider ElectricFAB 3RHYDROHROMWEGCanmetENERGYBharat Heavy Electricals
On the basis of product, this record displays the construction, salary, expense, market share and growth price of each and every type, primarily split into
Small Hydro (1 MW - 10 MW)Mini Hydro (100 kW - 1 MW)Micro Hydro (5 kW - one hundred kW)Others
On the foundation of the conclusion users/functions, this report specializes in the repute and outlook for most important purposes/end clients, consumption (sales), market share and boom fee for each software, together with
The examine pursuits of this document are:
to research and analyze the international Small Hydro vigor means, production, price, consumption, reputation (2013-2017) and forecast (2018-2025);makes a speciality of the important thing Small Hydro power manufacturers, to look at the skill, production, value, market share and construction plans in future.focuses on the global key manufacturers, to outline, describe and analyze the market competitors panorama, SWOT evaluation.To define, describe and forecast the market through class, application and area.to analyze the global and key regions market abilities and abilities, probability and problem, restraints and risks.To determine massive developments and components using or inhibiting the market boom.to investigate the opportunities in the market for stakeholders via making a choice on the high boom segments.To strategically analyze each submarket with admire to particular person growth style and their contribution to the marketTo analyze competitive developments equivalent to expansions, agreements, new product launches, and acquisitions in the marketTo strategically profile the key players and comprehensively analyze their increase concepts.
Request a discount of this premium document titled at https://www.marketstudyreport.com/determine-for-discount/1361468
during this study, the years regarded to estimate the market measurement of Small Hydro power are as follows:
background yr: 2013-2017Base 12 months: 2017Estimated year: 2018Forecast year 2018 to 2025
For the facts information with the aid of location, company, type and utility, 2017 is regarded as the base yr. every time statistics suggestions became unavailable for the base 12 months, the prior year has been considered.
Small Hydro energy ManufacturersSmall Hydro energy Distributors/merchants/WholesalersSmall Hydro vigor Subcomponent ManufacturersIndustry AssociationDownstream VendorsAvailable Customizations
complete report titled global Small Hydro vigour Market analysis report 2018 of 111 pages and published in December, 2018 is now attainable at https://www.marketstudyreport.com/reviews/world-small-hydro-vigor-market-analysis-record-2018
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SOURCE: Fujitsu Computer Systems
November 27, 2007 08:00 ET
First Distributor Agreement for Fujitsu Storage Area Networks Helps Customers Meet Increasingly Complex Storage Requirements
SUNNYVALE, CA and CLEARWATER, FL--(Marketwire - November 27, 2007) - Fujitsu Computer Systems Corporation today announced that Tech Data Corporation (NASDAQ: TECD) is the first IT products distributor for Fujitsu ETERNUS(R) storage solutions. The distribution agreement makes it easier for customers to purchase Fujitsu ETERNUS Storage Area Network (SAN), storage virtualization, and software products through Tech Data's broad reseller network in the U.S. and Canada. The agreement increases the presence of Fujitsu within the burgeoning small to medium business (SMB) storage market while providing Fujitsu customers with solutions to their most complex storage challenges.
Fujitsu ETERNUS storage solutions are solving customers' storage challenges, from managing Microsoft(R) Exchange Server migrations and the consolidation of massive email volumes, to ensuring business continuity and efficient disaster recovery, to reducing power consumption and footprint in the data center.
"The high-performance and reliable ETERNUS storage solutions are ideal for channel partners to provide cost-effective solutions to their customers," said Richard McCormack, senior vice president of marketing for Fujitsu Computer Systems Corporation. "Fujitsu's ETERNUS storage solutions deliver enterprise-class features, flexibility and simplified management to the SMB market."
"Tech Data's reputation for delivering fully integrated, custom solutions aligns perfectly with Fujitsu's focus on developing high-performance, eco-friendly, market-specific solutions that meet our customers' increasingly complex business requirements," said Dave Egan, senior vice president for storage at Fujitsu Computer Systems.
The Tech Data agreement follows the recent debut of the Fujitsu ETERNUS2000 Storage Area Networks (SAN) targeted at SMB data centers struggling with cost and power-consumption issues. The ETERNUS2000 SAN offers the same enterprise-class data availability, redundancy and ease of management as the most advanced Fujitsu storage systems. The mid-range ETERNUS4000 is an ultra-secure storage solution delivering enterprise-class performance with encryption native to the disk drives, while the enterprise-class ETERNUS8000 delivers the world's largest capacity disk drives. ETERNUS provides the only entry-level storage solution that includes MAID (Massive Array of Idle Disks) for power efficient savings to cost-sensitive SMB customer data centers.
"As the first distributor of Fujitsu storage solutions to North American resellers, Tech Data has significantly expanded our relationship with one of the world's most respected computer companies," said Pete Peterson, senior vice president and general manager, advanced infrastructure solutions, Tech Data. "Through our AIS Division, Tech Data will support Fujitsu ETERNUS resellers with dedicated sales and technical support teams. AIS will help our reseller customers profitably deploy these versatile solutions that satisfy the rising demand for storage among end users of all sizes in the public and private sectors."
ETERNUS Core Features
A Green Machine with MAID
The ETERNUS SAN has a compact, quiet design that offers efficient power and cooling and is RoHS (Reduction of Hazardous Substances) compliant. In addition, using MAID technology, which spins down disk drives that are less frequently accessed, the ETERNUS SAN reduces power consumption and extends the life of disk drives.
A fully redundant hardware design ensures high availability. The components are hot swappable, and the system includes hot bays for hard disk expansion. Even the firmware can be upgraded without stopping operation.
Three-Tiered Storage for Flexibility
Information Lifecycle Management (ILM) can be realized with the 3-Tiered Storage and Virtual LUN features of the ETERNUS. The three tiers in a single storage system let customers choose the right price and performance options for their needs: high-performance SAS drives, Nearline SATA drives, or MAID groups.
Simplified Management with SAN Boot
The ability to boot servers from the SAN enables infrastructure consolidation, improves reliability, and facilitates management of server images for multiple data centers.
Replication for Data Mobility
All ETERNUS storage systems feature replication and data mirroring for data mobility. ETERNUS storage solutions create multiple, point-in-time copies of your production data for faster data backup and recovery -- increasing application availability. Customers can realize unique savings for Business Continuity and Disaster Recovery with ETERNUS iSCSI remote replication which includes data encryption and WAN optimization for synchronous and asynchronous data replication over distance.
ETERNUS SF Software
The ETERNUS SF suite of storage management software enables consistent storage management across the entire ETERNUS family of storage products for simplification of management and increased efficiency.
ETERNUS for Windows
The ETERNUS2000 SAN supports Microsoft(R) Windows(R) environments, including Windows Server(R) 2003, with access to Windows Storage Server (WSS) and Windows Unified Data Storage Server (WUDSS), and support for Virtual Disk Service (VDS) and Volume Shadow Copy Service (VSS) for improved integration and ease of storage management.
About Tech Data
Founded in 1974, Tech Data Corporation (NASDAQ: TECD) is a leading distributor of IT products, with more than 90,000 customers in over 100 countries. The company's business model enables technology solution providers, manufacturers and publishers to cost-effectively sell to and support end users ranging from small-to-midsize businesses (SMB) to large enterprises. Ranked 109th on the FORTUNE 500(R), Tech Data generated $21.4 billion in sales for its fiscal year ended January 31, 2007. For more information, visit www.techdata.com.
About Fujitsu Computer Systems Corporation
Headquartered in Sunnyvale, Calif., Fujitsu Computer Systems is a wholly owned subsidiary of Fujitsu Limited (TSE: 6702) committed to the design, development and delivery of advanced computer systems, application infrastructure software products, and managed services for the business enterprise. Through its TRIOLE(R) strategy, the company offers a complete line of scalable and reliable servers, storage and middleware solutions, high-performance mobile and client computers, as well as professional services. Fujitsu Computer Systems has established itself as a strategic solutions provider to the world's leading organizations by offering technology innovation, customer choice, exceptional product quality and reliability, as well as outstanding customer service. See http://us.fujitsu.com/computers for further information.
Fujitsu is a leading provider of customer-focused IT and communications solutions for the global marketplace. Pace-setting device technologies, highly reliable computing and communications products, and a worldwide corps of systems and services experts uniquely position Fujitsu to deliver comprehensive solutions that open up infinite possibilities for its customers' success. Headquartered in Tokyo, Fujitsu Limited (TSE: 6702) reported consolidated revenues of 5.1 trillion yen (US$43.2 billion) for the fiscal year ended March 31, 2007. See http://www.fujitsu.com for further information.
Fujitsu, the Fujitsu logo, ETERNUS, and TRIOLE are trademarks or registered trademarks of Fujitsu Limited in the United States and other countries. Microsoft, Windows, and Windows Server are trademarks or registered trademarks of Microsoft Corporation in the United States and/or other countries. All other trademarks and product names are the property of their respective owners.
The statements provided herein are for informational purposes only and may be amended or altered by Fujitsu Computer Systems Corporation without notice or liability. Product description data represents Fujitsu design objectives and is provided for comparative purposes; actual results may vary based on a variety of factors. Specifications are subject to change without notice.
IRVINE, Calif.--(BUSINESS WIRE)--Toshiba’s Business Solutions Division (BSD), a division of Toshiba America Information Systems, Inc., today announced that it is expanding its portfolio of products designed for Small and Medium-sized Businesses (SMB) to include the Portégé® R30 laptop, a premium ultraportable PC. The thin and light Portégé R30 offers the ultimate in mobility and unparalleled performance with a 4th Generation Intel® Mobile Performance processor2 without sacrificing battery life. Users will enjoy a wealth of features – including a built-in DVD drive – in a laptop that is only about one inch thin and starts at just 3.2 pounds3 and backed by the Toshiba Quality Guarantee.
“As today’s SMB businesses have become increasingly reliant on mobility, they need a laptop that is ultra-portable, but without sacrificing the performance and features of an enterprise class PC,” said Carl Pinto, vice president of products, engineering and marketing, Toshiba America Information Systems, Inc., Business Solutions Division. “The Portégé R30 offers full performance, durability and battery life in a slim, 13-inch form factor, enabling increased productivity and flexibility for mobile workers, at an affordable price point and an unmatched quality guarantee.”
Full Performance in a Thin-and-Light Design
The Portégé R30 offers full performance – plus a built-in optical drive – without the burden of a bulky laptop. Users will have all the speed they need to work and create with a 4th Generation Intel Mobile Performance processor, up to 16GB of DDR3 memory4, and up to a 1TB hybrid hard drive5 or 512GB solid state drive6. Built-in Intel® vPro™ technology, plus Trusted Platform Module (TPM) and a Fingerprint Reader provide the extra security IT departments require.
Toshiba Quality Guarantee
To further demonstrate its commitment to quality and reliability, Toshiba is including the Toshiba Quality Guarantee on the Portégé R30 laptops. The Toshiba Quality Guarantee means, if the LCD panel, hard drive, memory or system board fails within the first six months of ownership, Toshiba will replace the entire unit with a new Portégé R30.
Designed for Durability
Encased in a premium magnesium alloy Tough Body chassis, the Portégé R30 offers increased protection with a shock-absorbing design and a unique honeycomb reinforcement structure for increased rigidity and durability. It also features Toshiba’s innovative EasyGuard® technology to help safeguard the laptop’s critical components against the stress and hazards of today’s mobile world. The Portégé R30 undergoes rigorous spill, drop and Highly Accelerated Life Testing (HALT), and features a highly efficient cooling technology that keeps the device cool.
Full-size Ports for Dongle-free Convenience
With the Portégé R30, mobile workers can share and sync for greater efficiency with a full range of essential ports – three USB 3.0 ports7 plus a full-size HDMI®, media card reader and LAN port. Additionally, the latest USB 3.0 Sleep & Charge8 lets users charge their tablets and phones even while the laptop is off. This laptop enhances on-the-go convenience even further with upto an 8 hour battery – and can extend the workday – with a user-replaceable battery. The laptop also shares a common docking station and other accessories with other Tecra® and Portégé laptops for greater enterprise efficiency.
Pricing and Availability
The Portege R30 has an MSRP of $829.99 and is available through Toshiba’s Resellers and partners such as CDW, PC Connection and Zones.
Connect with Toshiba on Twitter at twitter.com/ToshibaSolves, on LinkedIn at linkedin.com/company/toshiba and on Facebook at www.facebook.com/ToshibaUSA on YouTube at youtube.com/ToshibaUS.
About Toshiba America Information Systems, Inc. (TAIS)
Headquartered in Irvine, Calif., TAIS is comprised of four business units: Business Solutions Division, Digital Products Division, Imaging Systems Division, and Telecommunication Systems Division. Together, these divisions provide digital products, services and solutions, including award-winning notebook computers, tablets and All-in-One computers, cloud services; imaging products for the security, medical and manufacturing markets; storage products for computers; and IP business telephone systems with unified communications, collaboration and mobility applications. TAIS provides sales, marketing and services for its wide range of products in the United States and Latin America. TAIS is an independent operating company owned by Toshiba America, Inc., a subsidiary of Toshiba Corporation. For more information on TAIS visit us.toshiba.com.
About Toshiba Corporation
Toshiba Corporation, a Fortune 500 company, channels world-class capabilities in advanced electronic and electrical product and systems into five strategic business domains: Energy & Infrastructure, Community Solutions, Healthcare Systems & Services, Electronic Devices & Components, and Lifestyles Products & Services. Guided by the principles of The Basic Commitment of the Toshiba Group, “Committed to People, Committed to the Future”, Toshiba promotes global operations towards securing “Growth Through Creativity and Innovation”, and is contributing to the achievement of a world in which people everywhere live in safe, secure and comfortable society. Founded in Tokyo in 1875, today’s Toshiba is at the heart of a global network of over 590 consolidated companies employing over 200,000 people worldwide, with annual sales surpassing 6.5 trillion yen (US$63 billion). To find out more about Toshiba, visit www.toshiba.co.jp/index.htm
© 2015 Toshiba America Information Systems, Inc. All product, service and company names are trademarks, registered trademarks or service marks of their respective owners. Information including without limitation product prices, specifications, availability, content of services, and contact information is subject to change without notice. All rights reserved.
1 Toshiba Quality Guarantee. Cosmetic damage due to handling and wear of the product is not included in this program, including keyboards, case work covers, key caps and plastic pieces. All of Toshiba’s standard limited warranty terms and limitations apply.
2 Processor. CPU performance may vary. See Processor Legal Footnote at www.info.toshiba.com
3 Weight. Weight may vary. See Weight Legal Footnote at www.info.toshiba.com
4 Memory. Memory size may vary. See Memory Legal Footnote at www.info.toshiba.com
5 Hard Disk Drive Capacity. Hard drive capacity may vary. 1 Gigabyte (GB) means 109 = 1,000,000,000 bytes using powers of 10. See Hard Disk Drive Capacity Legal Footnote at www.info.toshiba.com
6 Solid State Drive Capacity. Drive capacity may vary. One Gigabyte (GB) means 109 = 1,000,000,000 bytes using powers of 10. See Solid State Drive Capacity Legal Footnote at www.info.toshiba.com
7 USB 3.0. 5Gbps is the maximum theoretical interface transfer rate per the specifications of the Universal Serial Bus 3.0. Actual transfer rate will vary depending on your system configuration and other factors.
8 The “USB Sleep & Charge function” may not work with certain external devices even if they are compliant with the USB specification. In those cases, turn the power of the computer ON to charge the device.
One of the key concepts at the core of traditional marketing is the 80-20 rule — that some 80 percent of the effects (or in this case, profits) are the result of 20 percent of the causes (here, customers). Indeed, if you’re able to target just a small group of people in order to successfully yield most of your profits, there are all sorts of benefits — it’s easier to reach a small group, it’s easier to build them the right product, and so on. Most large technology sales and marketing organizations have taken the 80-20 rule to heart and focus on some small fraction of the tens of millions of businesses on the globe, often targeting just the Global 2000.Advertisement
While the 80-20 rule can be very powerful, the reality is that many of the costs associated with building, supporting, distributing and selling technology products have dropped dramatically in the past decade. Yet many enterprise technology executives are operating as though the cost of distribution hasn’t changed since the early 1990s. In the coming years, I expect startups to increasingly target the massively underserved small- and medium-sized business (SMB) segment by taking advantage of the arbitrage between actual and assumed costs of sales. Self-service sales models will be a key element of these startups that will forever change the face of the enterprise technology business.
U.S. Business Statistics | The Economics of Sales
A quick look at Census Bureau statistics on business size reveals some startling information:
Let’s say you’re an enterprise software company and that your economic model requires each sales professional to earn $2 million-$3 million in revenue a year to cover the costs of your operation, including the cost of the sales themselves (salaries, commissions, travel and entertainment, sales support and operations, etc.). Each one of these representatives can only do so many deals every quarter, so the revenue per deal must be fairly high — let’s say that the average deal size per customer, per year, must be around $100,000. And that’s just your part of the solution. There are likely other software, hardware and consulting costs associated with the complete solution.
If we assume that the average pre-tax margin of a small business is 10 percent and we take revenue for the 98 percent of U.S. firms with 99 or fewer employees, divide their aggregate revenue by the number of firms to get average revenue per firm and then take 10 percent of that number to derive pre-tax profit per firm, we get $103,962. In other words, the direct sales model would require taking roughly 100 percent of pre-tax profit from firms with fewer than 99 people for just your component of the solution. These are back-of-the-envelope assumptions and are for illustrative purposes only — the point is that direct sales organizations cannot serve the vast majority of businesses on the planet.
Currently the most effective way to reach the SMB segment is via bundling, for example to have your software or hardware bundled (that is, OEM agreements) with some big-ticket item like a server; that vendor then distributes the combined product through a single or two-tier distribution channel. A very small number of products have the import to be sold through the channel on a standalone basis (such as backup hardware and software). If you compare what the large enterprise has in terms of technology vs. the small business, there is a massive gap. Most small businesses hack together solutions for many of their problems with Microsoft Excel, pen and paper, or nothing at all.
Enter the Web
In Figure 1, I’ve depicted the universe of potential customers in the U.S., from the roughly 300 million consumers at the base of the pyramid to the 17,000 largest enterprises at the top. Large enterprise IT companies have been created by primarily selling to the largest customers. And large consumer web companies have been created by targeting a large percentage of the total population. Far fewer businesses have been created, at least in high technology, by serving the small- and medium-size business segment as they were hard to reach. But that’s all changing rapidly.
Figure 1: The Customer Segment Pyramid
In a web-based software firm, there isn’t a significant marginal cost of research and development (R&D). Cost of goods sold are often very small (especially in software), and CAPEX on a unit amortized basis is trivial. The biggest marginal expenditure is cost of sales. If a company can figure out how to simplify sales delivery and service by leveraging a self-service model, it can reach a large market segment hungry for better products and services.
Using techniques perfected by consumer web companies, a generation of enterprise IT companies will emerge that deliver a vastly superior user experience to IT professionals and employees alike. Improvements in ease of use will liberate employs from terrible software, server-side software development will increase the pace of product improvements and lower support costs, and the self-service model will change the economics of enterprise IT sales forever. Google’s (s goog) success is as much about AdWords offering advertising services to the SMB segment as it is about serving consumers search services.
The dominant player in the SMB segment of the IT market today is Microsoft (s msft), as it’s been able to drive significant sales by riding Windows OEM agreements. If I were Microsoft, I would be more concerned about software-as-a-service solutions eroding my market share in the SMB segment than the threat of consumer web search, but I digress…
While the marginal cost of direct sales is very significant, the marginal cost of self-service looks more like the marginal cost of R&D — that is, very small. With a low marginal cost of sales, the 99 percent of firms that are poorly served today will be served much better in the coming years. And over time, these solutions will likely work their way up the pyramid to penetrate the small group of very large firms that are currently being served by direct sales professionals. If you’re looking for opportunities to disrupt enterprise technology businesses, you would be well-served to start with the sales model.
Mike Speiser is a Managing Director at Sutter Hill Ventures. His thoughts on technology, economics and entrepreneurship will appear at this time every week.
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