The results of empirical research permit the highlight of some important variables that affect the training needs and propose a model to facilitate a more effective analysis of the wide demand for SMEs training. Based on these variables, the writers identified clusters of firms characterized by similar needs and problems to be faced. In particular, it was noted that the three main clusters detected on the basis of the variable export involvement can be further segmented on the basis of other important variables; the scope of this further segmentation is to obtain a more precise understanding of the business’s needs, and, as a result, design the content and the training methods in order to satisfy these needs in the most adequate way possible. In relation to the latter aspect, it should be underlined that, especially with reference to smaller-sized companies, a strong demand for concreteness of training interventions is confirmed; depending on the cases, this concreteness could be achieved through the exchange of operational experience and coaching in practice.