THE BOTTOM LINE

Zoho’s growth strategy

At Zoho Analyst Day, the company outlined its strategy for expanding beyond its small and medium-sized business (SMB) base to attract larger customers. Given its low price point and competitive feature set, Zoho is well-positioned to appeal to economic buyers that want to take a phased approach to deployment. Given Zoho’s price structure and service strategy, it has the opportunity to appeal to customers with a self-funding model, enabling them to deploy quickly, achieve value, and use that payback and experience to propel further expansion of the Zoho footprint.