❝When talking to small and medium-sized businesses, we’re talking about companies with fewer than 100 workers or less than $50 million in sales.

These small companies make up 99% of all businesses in Asia.

About 88% of these small businesses are owned by people who are Baby Boomers or from Generation X. But, the average age of someone starting a new business today is 34 years old.

This means that when businesses are trying to sell to SMBs, they need to think about who they’re talking to as people, not just as companies.

In small businesses, the people making decisions can be different based on how many employees the company has.

If a business has fewer than 25 employees, you’re usually dealing with the owner or the CFO (the chief financial officer). But if the business has more than 25 employees, experts in specific areas start to play a bigger role in making buying choices.❞