Step 0: Verify that small businesses actually have a problem managing the data they have in the cloud, which is highly non-obvious to me.
After that, since small businesses don't think of themselves as "small businesses" but rather as "law firms", "hairdressers", "financial services", etc, you niche like crazy and target each of those with dedicated landing pages / etc. This, again, assumes that "law firm cloud data management" is something which anyone in the world is actually looking for.
To expand on the "niche like crazy" sentiment, you can use the service "Reference USA" to generate a list of customers for a given niche. It's an online database that will give you all the companies that fall under the specified NAICS code. You can then contact them individually and try to drum up sales.
Here's a small sample of the information you'll get:
* Business Name
* Address
* Contact Information
* Number of Employees
* Number of PCs
* Location Sales Volume (in dollars)
* Credit Rating Score
* Names of Management and their Titles
* $ spent on accounting
* $ spent on contract labor
* $ spent on advertising
And this information is all free to you thanks to your local public library. Here's how to get access to it:
1) Get the NAICS code for the industry you're selling to. This code is used by the government to classify businesses. http://www.census.gov/eos/www/naics/
2) Go to your local library to access the ReferenceUSA online database. You may even be able to do that through the library's website (I can through mine).
3) Click on U.S. Businesses under Available Databases
4) Customer Search
5) Enter the NAICS code in one of the boxes at the bottom of Business Type -> Keyword/SIC/NAICS.
After that, since small businesses don't think of themselves as "small businesses" but rather as "law firms", "hairdressers", "financial services", etc, you niche like crazy and target each of those with dedicated landing pages / etc. This, again, assumes that "law firm cloud data management" is something which anyone in the world is actually looking for.