• TECHAISLE

    TECHAISLE

    Global SMB and Channel Partner Market Research Organization
    SEE OUR SERVICES
  • TECHAISLE

    TECHAISLE

    SMB Data You Can Rely On | Analysis You Can Act Upon
    SEE OUR RESEARCH
  • NEW CLOUD STUDY

    NEW CLOUD STUDY

    SMB & Midmarket Cloud Adoption Trends
    LEARN MORE
  • NEW SECURITY SURVEY

    NEW SECURITY SURVEY

    SMB & Midmarket Security Adoption Trends
    LEARN MORE
  • NEW MOBILITY SURVEY

    NEW MOBILITY SURVEY

    SMB & Midmarket Mobility Adoption Trends
    LEARN MORE
  • NEW IOT STUDY

    NEW IOT STUDY

    SMB & Midmarket IoT Adoption Trends
    LEARN MORE
  • UNIQUE SURVEY

    UNIQUE SURVEY

    Understanding SMB & Midmarket Buyers Journey
    LEARN MORE
  • FEATURED INFOGRAPHIC

    FEATURED INFOGRAPHIC

    2017 Top 10 SMB Business Issues, IT Priorities, IT Challenges
    GET IT NOW
  • 1
  • 2
  • 3
  • 4
  • 5
  • 6
  • 7
  • 8

Techaisle Blog

Insightful research, flexible data, and deep analysis by a global SMB IT Market Research and Industry Analyst organization dedicated to tracking the Future of SMBs and Channels.

Does channel partner sales cycle vary by cloud delivery and positioning?

Data from Techaisle’s study channel partners (research analysis documented in Techaisle’s series of reports either delivered individually or as Channel Partner Research Annual subscription service) tell fascinating stories. Excerpt from the specific study of 650 US channel partners selling managed services, based on Techaisle’s database of over 250,000 partners, shows that the sales cycle length varies not only by line of business, but also by expertise levels:

  • Cloud provider channel, on average takes 2 weeks longer in its sales cycle as a cloud provider channel
  • Systems Integrators’ average sales cycle is ~1.5X of VARs because of complexity of SI’s engagement with an SMB. VARs, are often selling products into existing accounts, have relatively short sales cycles, while SIs, who are positioning complex solutions, have longer sales cycles than other channel businesses
  • Even a consultant who is usually familiar to an SMB organization has to prove that they are the right partner and it involves building a plan and showcasing why their advice and solution would be ideal for SMBs

More fascinating are the four charts below.

Continue reading

Scale Computing – Hyperconvergence for the SMBs

The rise in virtualization has been driving an accompanying demand for converged infrastructure or hyperconvergence: products that combine processing, storage and networking into a robust and scalable unit that can support and respond to the options inherent in virtualization. While the migration from separate server, storage and networking products to converged infrastructure is still in its early stages, the Techaisle SMB virtualization & converged infrastructure survey shows that it is beginning to gain traction, especially within more sophisticated SMB accounts.

Scale computing, launched in 2008, based out of Indianapolis with development in San Francisco bay area and offices in London, Paris, Toronto and Dubai made its SMB focused hyperconvergence launch at VMworld in 2012. Since then Scale Computing has implemented over 6,000 systems in a little over 1,600 customers.

As per Techaisle’s SMB virtualization and converged infrastructure survey, the key barriers to adopting hyperconvergence within SMBs are high cost of implementation, infrastructure disruption during roll-out, greater-than-anticipated time and resource investment, and the complexity of integrating new infrastructure units with existing infrastructure. For example, a pet peeve of SMBs when using VMware on HP Proliant DL380 G8 is their inability to use cloud migration to upgrade or add G8 or G9. These are the issues that Scale Computing is trying to address. In defense of VMware, although the initial code base of ESX was never built to be self-aware, VMware is working on it.

Continue reading

Identifying key benefits associated with SMB Big Data initiatives

Intrinsic to positioning any IT-enabled solution is an understanding of the benefits that the customer anticipates obtaining from deployment of the technology. Buyers need to understand how the solution helps them to increase revenues, cut costs, improve efficiency or otherwise enhance shareholder value; vendors need to be able to position their offerings as a means to achieving these objectives.

While there is a close relationship between “analytics” and “Big Data” – and they are often conflated in the press – the two technologies follow somewhat different paths into SMB user environments. Techaisle research has found that analytics solutions tend to be driven by BDMs – business users looking for better ways of approaching high-priority business issues. In some cases, this requires access to vast quantities of high-velocity, variegated sources, which in turn demands a Big Data solution – but in contrast to analytics adoption, Big Data initiatives rely heavily on IT for implementation and ongoing management, and represents a solution area that requires collaboration between BDMs and ITDMs.

While SMB Big Data buyers view support for (predictive) analytics as their top acquisition driver, they also have distinct needs and preferences that suppliers must consider in building a sales and marketing strategy.

Continue reading

85 percent of omni-channel SMBs are using analytics solutions

One interesting observation contained within Techaisle’s 2016 SMB & Midmarket Analytics Adoption survey results is the relationship between sales channel and analytics strategy. The survey of 1,116 US SMBs found that a higher percentage of businesses with an omni-channel approach that includes both online and offline sales channels are using analytics than those relying entirely on either online or offline sales. In fact, overall, 85% of omni-channel SMBs are using analytics and 38% are using big data solutions. On the planned side of the equation, another 46% of omni-channel SMBs are investigating use of big data technologies. Even the average spending on analytics by omni-channel SMBs is 3X that of eCommerce only SMBs and 6X of those that do not sell online.

Data illustrates that nearly 60% of SMBs (and almost three-quarters of midmarket firms) employing an omni-channel strategy are already using analytics to track website hits – a rate that is higher than for firms using ecommerce-only, and much higher than for firms that do not use online sales.

Another set of data adds context to this focus on website tracking. Omni-channel businesses tend not to be using particularly advanced approaches to analytics:

• 39% use “descriptive” analytics, and
• 30% have deployed “predictive” or “prescriptive” analytics.

However, omni-channel firms do tend to have some type of strategy – only 5% report that their use of analytics is ad hoc, vs. 13% of ecommerce-only firms and 18% of firms with no online sales.

The current analytics solution deployment & usage differs greatly from future plans within the omni-channel SMBs.  

Continue reading

Search Blogs

Find Research

SMB Data You Can Rely On | Analysis You Can Act Upon

Techaisle - TA