For the fourth year in a row, Salesforce surveyed SMB executives around the world to determine business trends.
For the fourth edition of its " Rapport de tendances relatif aux petites et moyennes entreprises » , Salesforce a interrogé plus de 2 300 dirigeants de petites et moyennes entreprises à travers le monde lors de deux phases d?enquête : en mars, puis en août 2020. La pandémie de COVID-19 a donc joué un rôle important sur les questions posées et sur le ressenti de ces chefs d?entreprises. Il en ressort trois tendances majeures pour l?année 2021 : la sécurité est un sujet primordial, l?optimisme est de rigueur et le digital est toujours aussi indispensable à la réussite.
As the COVID-19 pandemic has had a major impact on our lives, it is logical to see that this is a pervasive issue for SMEs. Among the priorities arising from the situation are the implementation of health and safety policies (64%), local public health measures (59%), but also the implementation of contactless services (48%). The challenges are very customer-centric. First of all, innovative solutions need to be marketed in order to be able to adapt to the situation. In second place is the satisfaction of demand. And in third place is the personalisation of customer engagement. The challenge of digitalisation is therefore very strongly reflected in these challenges, whether it is a question of how to sell or how to interact with customers. At a time when physical or close contact is becoming more and more difficult, it is essential to find new ways of maintaining the link.
The business of SMEs has inevitably been impacted by the situation. The top challenge for business development is acquiring new customers (cited by nearly one in two respondents), followed by long-term planning and customer retention (one in four each). The obstacles that will be felt are primarily financial, but also the ability to meet customer expectations, recruit the talent that will drive the business forward, and adopt the right technologies to meet new needs. These obstacles have caused major problems, starting with a drop in turnover (56%) and a decrease in demand (54%). Despite this, SME managers remain optimistic about the future of their business. In March 2020, 80% were optimistic, and in August 72% were optimistic. The figure is higher in medium-sized companies than in small ones.
This may seem obvious, but the figures prove it once again. Technology and digital are key solutions for SMEs to successfully adapt to this challenging environment. Leading the way in their influence, executives cite stimulating customer interactions (51%), ahead of the ability to stay in business (46%) and helping to grow the customer base (42%). However, despite its interest, more SMEs are slowing down their investments in this area (43%) than speeding them up (24%), due to financial problems.
The top five tools used by managers within their company are emailing software (52%), ahead of customer service software (50%), collaboration or project management software (49%), e-commerce software (48%) and marketing automation software (41%). Among the criteria for choosing a solution, ease of use dominates (74%), ahead of vendor reliability (73%) and price (71%). CRM adoption continues to rise, from 45% in March 2019 to 56% in August 2020. Its main benefits: more efficient and responsive customer service (63%), ahead of a unified view of the customer (45%) and accessibility by several users (43%).