Have you noticed that the number of upsells pushes from exisitng suppliers has increased? I can only put this down to the fact the as the economy remains in its fragile state (mustn’t use the “r” word) firms are seeking more ways to squeeze money out of their existing customer base. Marketing efforts have ramped up and companies are becoming ever more creative with their product and service offerings. Why does it take a recession (sorry government – I couldn’t avoid it) to bring out the best in our SME sector? Answer is simple. When people are making money they become content and ultimately complacent, then they drift downwards in the face of new start-ups and existing firms seekng more. If my hypothesis is correct, then it follows that good times foster new businesses and bad times favour the incumbent. I wonder if anybody is sitting on data that could corroborate this.