By Brian Moran, Founder of Brian Moran & Associates

I’ve spent the past quarter of a century working with business owners and entrepreneurs; organizations ranging from startups to publicly traded companies. One of the biggest lessons I’ve learned about the small-to-midsize business (SMB) market is that it’s not one market comprised of 27-28 million companies. The SMB space is actually thousands of smaller segments that make up 99% of all businesses in the United States.

Imagine holding a large mirror in your hands that represents the SMB market. Drop it on the floor and the glass shatters—leaving shards, large and small, all over the floor. The shards represent the various SMB segments. You have startup businesses, small businesses, entrepreneurial companies, women and minority-owned businesses, franchises, inner-city companies, etc…Some segments overlap (e.g. a woman-owned franchise in the inner city) while other segments never touch each other.

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