Eric Lo

SMB Extra by Eric Lo - 24 January, 2006
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Eric Lo is president of GenX Solutions Inc., a consulting company in Toronto that works specifically with SMBs.
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"A number of very tangible opportunities exist for channel partners looking to sell to small businesses, as these companies do not have internal IT expertise," said Eric Lo, Operations Manager, GenX Solutions.
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"Small businesses demand tangible and immediate ROI on their IT investment," said Lo.
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"Our clients won't buy from us unless we know their business and the market they compete in," said Lo.

"At GenX, we run an efficient marketing and sales process.There are a large number of SMBs out there and we have to control the cost per reach in order to cover the market with finite resources."

The qualifying process is also important.

"We cannot afford to visit each and every prospect on our list, so we try to make each visit count," said Lo.
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"We work closely with Microsoft, because the resources they offer to partners servicing small businesses make it easier for us to win business, grow our business, and serve our clients," said Lo.

"Resources like the Microsoft Small Business Corner and the new CFIB Guide to Simplifying Technology for Canadian Business help us address small business customers' need for robust, reliable and secure software at an affordable price."

An obvious advantage of specializing in SMBs is that there are many more of them to sell to.GenX also finds them loyal.

"Our clients rely on us because we take their businesses seriously, and are flexible to provide what they need," said Lo.
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"We can pass the savings from a shorter selling cycle back to our clients by providing high quality service," said Lo.
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* According to Eric Lo, vice-president of GenX Solutions in Toronto, "the redesigned Small Business Server 2003 is incredible value for the small business.

Eric Lo, operations manager for GenX Solutions Inc. in Toronto, said VAR Direct is an indispensable addition to Microsoft's Partner Web Portal.

Eric Lo, operations manager for GenX Solutions Inc. in Toronto, said VAR Direct is an indispensable addition to Microsoft's Partner Web Portal.

"It's efficient and it saves money, that's the bottom line," Lo told CDN."We're a small company, marketing resources is a big limitation for us.This offering provides us with professional exposure before our customer base at absolutely no expense to us."

Eleven resellers initially tested the VAR Direct tool in late 2001 via the OfficeXP campaign, including GenX Solutions.A total of 47,000 direct mail pieces were issued at that time.