The mission of the company was to provide high quality, cost-effective microcomputer systems for computer users. This market is characterized by access to the decision-maker, thus shortening the sales cycle. Having many small customers results in a very stable source of ongoing account activity. We have not experienced a slow period for several years now. Small businesses are inclined to provide referrals for new prospective customers.
Small businesses look to their computer vendor to provide the whole range of services.
This characteristic of the market has benefits and drawbacks. But this also provides a broad array of market opportunities.