TNT. What now?, page-11

It is all about positioning. SMEs are typically financially constrained. They are reactive to issues outside their core business. Most see security as a part of IT and regard it as a cost to control.

When do SMEs care? When they have a painful incident. At that point, the purse strings loosen. Whoever is brought in to clean up the mess is ideally placed to sell an ongoing solution.

So there are two problems. How does TNT efficiently identify these SMEs, and how do they win that initial engagement? I'm sure Mr Glennan's team can come up with some ideas here. They should also feel free to reach out to me if they would like my input.