Sweet spot businesses are essential as you start your company, but they will not only be getting their IT support from you but from others as well. With 10-50 PCs, these companies simply can't afford to call you every time they have a problem, so they have at least one person who serves as their guru.
Most of these gurus have other jobs as well. They are generally administrative assistants, office managers, comptrollers, or bookkeepers. These are also the people who will have a lot of say in whether you keep the company as a client. You should be willing to train these people asa you present new software and hardware to the company.
Often, they will get help from moonlighting IT professionals. They may also work with Independent Software Vendors (ISVs) and VARs who can provide support for many types of hardware and software.
In order to win the sweet spot businesses, you will need to work with them and show how you will benefit them, not just what products you'll offer. To learn more about sweet spot businesses, read the whole article (link above).
Blogged by Computer Consulting Kit