IT vendors have long recognized the potential value of midmarket customers, and most agree that the best way to reach these customers is through channel partners, VARs, resellers, IT consultants and solution providers. But in order to win over those customers, solution providers and IT consultants must understand how they think, the nature of their pain points and who they listen to.
Inside the Mind of the Midmarket IT Executive - Tough Crowd
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CHANNEL INSIDER: Inside the Mind of the Midmarket IT Executive
Tough Crowd
If you want to gain market share from one of your competitors, you are likely to find the market ripe with opportunity.
Only 10 percent of midmarket IT
executives said their current technology consultants and IT providers
exceeded their expectations.
Most, 69 percent, said IT consultant performance met expectations, while 20 percent reported performance below expectations.
Channel News and Analysis 
