Ok.... so let's play market manager for a second.... Arthur Fontaine 2.Oct.02 05:12 PM a Web browser General 6.0All Platforms
If you reviewed the FAQ, you see that we recognize that there is a higher "entry point" than many small/medium businesses (SMBs) would find acceptable. It's hard to make a "one size fits all" offering, but in fairness let's note that, in many areas where the CAL requirement was shutting us out -- for example, big internal/external applications -- we are now in the game big-time with Utility Server. The per-user prices in such a scenario are literally a small fraction of what was possible before, and the uptake is going nicely there.
Now let's set Utility server aside for a second... what WOULD it take to fulfill the market expectations in SMB? (No, that's not just a rhetorical question!)
Design an offering for me that wins that business. Is it a "starter pack" with a certain number of CALs? Is it an unlimited usage license that is only available for less than x number of users? Is it a CEO modification or promotion that lets folks in SMB buy the same way as enterprises?
These are all ideas we have kicked around. We continue to actively explore these and other possibilities. I think there's a feeling that's shared with others here and in similar forums, that if we could just engineer an offering that makes it easy to buy Domino, then this entire segment could be ours for the taking -- not from a marketer's perspective, but from a sheer customer value perspective.
My experience with this segment (and folks have heard me say it), is that you can sell them an Etch-A-Sketch if it solves the problem that's causing them pain. In other words, don't sell them a product, sell them a solution. Let's all agree that there's no better tool on the planet for creating specific customer solutions -- and that's at least as true in the SMB segment as any other.
I know I'm preaching to the choir on that point; you're out there living that story every day and all our substantial success in that area is due to your efforts. But at the same time, it's not a new theme that our models don't always map optimally to what you need. So what we're really asking:
What would you want to see from us to help you in selling to SMB? Not JUST from a pricing and packaging perspective, but also in promotions, or advertising, or other demand generation activities. Obviously we're not going to spend $25 million in advertising to this segment in the next 12 months (well, unless we knew the payback was there). But we can play with pricing and packaging, and support those efforts appropriately.
So my challenge to you Stan, as well as others here... Be a market manager. Own the problem. Propose actions and alternatives, formulate theses to test. Good ideas come from everywhere and you all are closest to the customer in this space.