1. Using Technology to
Drive Innovation &
GROW Your Business
October 17,
2012

2. Using Technology to Drive Innovation &
GROW Your Business
Ramon Ray Laurie McCabe
Regional Co-founder &
Development Partner, SMB
Manager, Group
Infusionsoft and @lauriemccabe
Editor,
Smallbiztechonlogy
.com
@ramonray
Grant Wickes Shashi Bellamkonda
VP Business Sr. Director, Social
Development, Media, Web.com and
Wasp Barcode Adjunct Marketing
Technologies Professor Georgetown
@gwickes University
@shashib

3. Top Business Challenges for Small
Businesses
Attracting new customers 54%
Growing revenue 50%
Improving cash flow 39%
Maintaining profitability 38%
Retaining customers 25%
Finding/hiring qualified employees 15%
Meeting regulatory requirements 14% What do you
view as the top 3
Improving employee productivity 14%
business
Improving customer experience 13% challenges for
Attracting & retaining quality employees 13% your company in
the next fiscal
Reacting quickly to changing market conditions 13% year?
Obtaining financing 9%
Other (please list) 3%
Sample Size = 472
0% 10% 20% 30% 40% 50% 60%
3
Source: SMB Group 2011 Routes to Market Study
© SMB Group

4. Small Businesses Are Moving to the
Cloud
Purchases planned for next 12 months
Accounting, financial /ERP 13%
87%
Contact and customer management 29%
71%
IT infrastructure management 32%
68%
Desktop virtualization 34%
66%
Server virtualization 38%
62%
Business intelligence and analytics 39%
61%
Web site design/hosting 39%
61% Cloud-based SW
Collaboration 40%
60%
Packaged SW
Marketing automation 49%
51%
Source: SMB Group 2011 Routes to Market Study
© SMB Group

5. SMB Use/Plans of Mobile Devices and
Services
Improve employee
59%
productivity
Top Drivers
Mobile Apps Better access to
59%
Plan to use information
for Employees
mobile
Work from anywher 57%
solutions in
the next 12 Improve customer
months; 28%
service
24% Currently
use mobile Increase sales 23%
solutions;
76%
Be more responsive 51%
Top Drivers Grow revenue 41%
Mobile Apps
for Customers Enable customer self-
41%
service
Provide better
39%
customer experience
Keep up with the
Which of the following best describes your company's 37%
competition
current use/planned use of mobile devices and services to
support business operations?
Source: SMB Group 2012 Mobile Solutions Study
© SMB Group

6. What Mobile Business Apps Are Small
Businesses Using?
Top Mobile Business Apps: Employees Use and Plans for Mobile Web Sites and
Apps for Customers
Planning in NTM Currently using
Currently use Plan to use in next 12 months No plans to use
Mobile-device 34%
Customer relationship/ friendly website
27% 24% 49% 25%
sales management
Social media marketing 23% 21% 56% Mobile apps. for
collaboration with 29%
customers, partners 23%
Expense management 21% 20% 59% and suppliers, etc.
Field service applications 20% 20% 60%
Current Planned
Time management & time
19% 21% 59% Appt/reservation Marketing offers – 38%
capture
scheduling – 43%
Financial management 18% 17% 65% Social media Appt/reservation
sharing- 42% scheduling - 32% ;
Customer & partner
Payment processing 18% 19% 63% Service- 32%
Buy products/ View/add/change
services -37% personal info – 31%
Source: SMB Group 2012 Mobile Solutions Study
© SMB Group

7. Small Business Use of Social Media is
Soaring
What have you replaced with social
media tools?
Newspapers, business/
Do not use trade journals, 15%
social magazines
media
Direct mail (hard copy) 14%
and have
no plans
do so
Yellow Pages 10%
26%
Currently
use Radio/television
10%
social advertising
media
Plan to use 52% Email marketing 9%
social
media
within the Tradeshows 6%
next 12
months
22% Call Center 5%
Email 5%
Sample Size = 431 Source: SMB Group 2012 Social Business Study
© SMB Group

8. Higher Technology Spending Correlates
with Higher Performance
Increased more than 20% Increased between 10% and 20%
Increased between 1% and 10% Remained flat
Decreased between 1% and 10% Decreased between 10% and 20%
Decreased more than 20% Don't Know
Revenue decrease 3% 6% 7% 37% 13% 7% 18% 9%
Flat Revenue 2% 8% 12% 65% 2% 6% 2%
2%
50% Sample Size = 452
Revenue increase 5% 16% 29% 35% 3% 2% 8%
2%
Which statement best describes your company's business outlook for the next fiscal year?
By what percentage do you expect your company's spending for software and service technology solutions to increase or decrease in the next fiscal year?
Source: SMB Group 2011 Routes to Market Study
© SMB Group

9. Social Media Objective:
To create a positive change in
the mind of the audience
Goals:
 Build awareness
 Create identity
 Enhance Image
 Engage with customers
 Inform public
 Accuracy during crisis
9

10. Tactics
 Presence
 Conversation Blog Reviews b
 Curation
Website
 Creation
Mobile
Maps Coupons Location

11. Overcoming Challenges
 T ime  Use your
 Tools Customers
 Budget  Grow your
community
 Risk
 Focus on niche
 Use media for
efficiency

12. Closing Thought
 Use new Tools & Tactics to succeed in
your business
 Measure , Rinse and Repeat
 Tie it to goals