Insight
The Analogue Paradox
Most businesses have a digital presence — but many still run on paper and spreadsheets.
The "Analogue Core" of Small Business
While many SMBs use technology (email, website), a large share manage critical operations manually. Looking at finance — the heartbeat — reveals the low‑tech opportunity.
How SMBs (1–19 Employees) Manage Finances
Over half of small businesses (51%) do not use dedicated accounting software — a massive digitization market.
Breakdown of the "Low‑Tech" Majority (The 51%)
This 51% splits between "low‑tech" (spreadsheets) and "no‑tech" (pen & paper). Both are ready for simple automation.
The Digital Maturity Spectrum
The market isn’t binary. The largest opportunity is moving Level 1 and Level 2 up the chain.
True Analogue
Paper ledgers, cash drawers, physical appointment books. ~21% of SMBs use zero finance software.
Spreadsheet‑Bound
Email and a website exist, but finance/customers/inventory live in disconnected spreadsheets. ~30% of SMBs.
Digitally Siloed
4+ apps in place (QuickBooks, POS, email), but gaps in integration, automation, and analytics remain.
High‑Opportunity Industries
Low‑tech operations are concentrated in service‑based and deskless industries that still rely on manual, on‑the‑go processes.
Construction
Manual timesheets, paper blueprints, phone dispatch.
Field & Local Services
Plumbers, HVAC, landscapers using paper invoices and text scheduling.
Hospitality & Food
Independents with paper inventory and rota management.
Small Retail & Personal
Salons/shops with paper appointment books and stock counts.
Why Haven’t They Digitized? The 4 Key Barriers
To reach this market, sell outcomes that overcome objections. Simpler, safer, faster.
1. High Cost & Unclear ROI
Owners see software as cost, not a revenue driver. Show immediate payback.
2. Lack of Skills & Time
They’re busy running the business. Tools must be simple and “just work.”
3. Perceived Complexity
Paper feels simpler. New tech is seen as disruption — lower the lift.
4. Security & Data Risks
Fear of breaches stalls adoption. Lead with secure defaults.
The Opportunity: Liberation, Not “AI”
The largest segment isn’t ready to “leverage AI.” They need liberation from paper. We package low‑cost automation that removes manual pain, fast.
Discuss a Go‑To‑Market Plan