In Canada, 97 per cent of firms employ one to 99 employees, and only three per cent employ more than 100. “Most, if not all, of the large IT vendors in this country target (the top) one per cent of the business community for a substantial percentage of what makes up their total revenue,” the research firm says.
Lise Dellazizzo, an Ipsos-Reid vice-president, says it is important vendors start establishing the relationships they will need outside of the large enterprise. “If you are playing in the IT space, it really makes a whole lot of sense to start thinking downstream. Very often, I don’t know how many companies realize that the business ecosystem in this country is made up of just over a million companies, and most of them are small.”