SMBs Eye SaaS, Managed Services in 2010

CompTIA’s survey of more than 400 SMBs across the United States shows that VARS may be well-advised to approach SMBs with low-risk and replacement SaaS and managed services solutions that promise rapid return and positive impacts on productivity and efficiency.

Results also show SMBs are looking to reduce costs and improve cash management during these tough economic times. VARs providing solutions that offer ongoing maintenance services and lower operational and IT costs for SMBs will be well-positioned to win customers.

Nearly 30% of surveyed SMBs plan to implement SaaS solutions in 2010 for cost containment and maintaining their competitive edge. That’s up from 22% and 14% respectively in the two prior years.

30% of SMBs plan to implement managed services this year. VARs acting as MSPs are well-positioned to fill the skills gap most SMBs suffer. 42% of SMBs lack a formal IT department and rely on part-time help to handle critical IT operations.

Between 70-80% of survey respondents considered CRM, ERP and online commerce strategic to their businesses. Through 2010, rapid ROI solutions aimed at increasing communication and customer management have the highest likelihood of adoption.

7 out of 10 SMBs expect revenue growth, but don’t expect a budget free-for-all. Survey respondents want to keep current IT systems operational for longer, but long to reduce complexity and maintenance associated with IT, making SMBs a perfect fit for SaaS and Managed Services.

Just like the big boys, SMBs want to capitalize on emerging technologies that will improve their bottom line through increased efficiency and productivity. But, SMBs are anxious about throwing existing infrastructure overboard and starting from scratch. VARs that can provide SaaS business applications that integrate with existing apps and infrastructure investments will be well-positioned to earn their business.

Industry-focused and SMB-smart VARs have a leg up. The CompTIA study identified key core values that SMBs look for in their technology providers. 86% said they “demand” partners that truly understand their business needs, and 83% want partners who can grow with them, pointing to the ability to provide “scalable solutions” as crucial in their vendor selection process.

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