Small Companies

Small companies should focus on clearly defining their offerings before they have a go-to-market strategy. You have to help or hurt someone to be in business. I can do anything (development, testing, support), any technology, offshoring etc. won't work in this market. There has to be specific offerings and differentiators to take to the market. Don't expect sales guys to define your offerings. Define your offering and then hire the sales guy. You are better off selling "Tylenol" to someone with head-ache than selling a "wellness program" to a healthy person. As a small company selling wellness program is very tough. Be specific with your offering and just do it much better than the others.