• SMB, MIDMARKET, CHANNEL

    SMB, MIDMARKET, CHANNEL

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  • FEATURED INFOGRAPHIC

    FEATURED INFOGRAPHIC

    2019 Top 10 SMB Business Issues, IT Priorities, IT Challenges
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  • WHITE PAPER

    WHITE PAPER

    SMB Path to Digitalization - Prologue and Epilogue
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  • ANALYTICS & ARTIFICIAL INTELLIGENCE

    ANALYTICS & ARTIFICIAL INTELLIGENCE

    SMB & Midmarket Analytics & Artificial Intelligence Adoption
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  • CHANNEL PARTNERS

    CHANNEL PARTNERS

    Transformation or Consolidation
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  • CLOUD RESEARCH

    CLOUD RESEARCH

    SMB & Midmarket Cloud Adoption
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  • BUYERS JOURNEY

    BUYERS JOURNEY

    Influence map & care-abouts
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  • DIGITAL TRANSFORMATION

    DIGITAL TRANSFORMATION

    Delivering Connected Business
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  • SAAS RESEARCH

    SAAS RESEARCH

    US SMB & Midmarket SaaS Adoption
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  • IT MATURITY SEGMENTS RESEARCH

    IT MATURITY SEGMENTS RESEARCH

    Technology adoption trends by IT sophistication
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  • SECURITY RESEARCH

    SECURITY RESEARCH

    SMB & Midmarket Security Adoption Trends
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  • IOT RESEARCH

    IOT RESEARCH

    SMB & Midmarket IoT Adoption Trends
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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.

2017 Top 10 SMB and Midmarket Business Issues, IT Challenges, IT Priorities

They are here. Techaisle's annual SMB and Midmarket Top 10 IT Priorities, IT Challenges and Business Issues. This is the 5th year of Techaisle tracking at a WW level and is much sought after by IT vendors, channels and media. For 2017, Techaisle investigated 15 different technology areas, each with several sub-technology categories, 20 different IT challenges and 20 different business issues.

Click on the infographic images below to view and download your copy

When compared with 2016 the list for 2017 SMB and Midmarket Top 10 IT Priorities, IT Challenges and Business Issues reveals major changes – digitalization has become an IT priority and supporting digital marketing/workplace an IT challenge, improving workforce productivity as a business issue has catapulted to the top, enabling mobile workforce is among the top 3 IT challenges and Collaboration, Cloud, Mobility and Security are the IT priorities. Cloud orchestration has also appeared for the first time in the list of IT challenges as IT is finding it necessary to orchestrate across the entire enterprise to deliver business infrastructure via the cloud.

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Helping clients achieve success in the SMB market segment

For the last decade Techaisle has been providing a unique and an unparalleled perspective on SMBs & Channel partners – deeply-rooted in data and industry knowledge, thereby enabling IT suppliers shape their market strategy.

Techaisle is the only SMB & Channel partner focused research organization that is helping clients in:

  • connecting-the-dots across technology areas and their relevance to end-customers
  • identifying SMB routes-to-market
  • understanding infrastructure solution trends in the face of growing cloud adoption
  • showcasing IT suppliers’ thought leadership and promoting through email marketing
  • establishing insights into competitive positioning

Each of the below – from Connecting the Dots to Competitive Positioning – has been a point of engagement with Techaisle - through Annual Subscription servicesAdvisory Services or Custom Primary Research.

techaisle helping clients success smb market resized email

Techaisle has not only been a leader in providing thought leadership but has also been a leader in identifying trends much ahead of others who really become fast-followers.

techaisle smb thought leader trend identification resized email

Clients leverage a respondent network of over 900,000 ITDMs and BDMs and 250,000 channel partners in over 20 countries for their custom primary research and marketing outreach requirements.

techaisle smb respondent coverage database resized email

Through Techaisle’s industry leading research, the annual subscription services have been fulfilling need for clear insight into evolving solution areas needed by both established and emerging suppliers. Clients are able to access market research reports, newsletters, perspectives and white papers for use within the entire organization.

To learn more about Techaisle please visit:
Techaisle Subscription Services
Techaisle Advisory Services
Techaisle Custom Primary Research
Techaisle Research Areas
Techaisle Blogs
Techaisle White Papers
Techaisle Research Reports

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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.

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12 points for Cloud Channel Transformation

Recent work by Techaisle shows that the need for channel management imperatives has expanded beyond the tactical questions of sales or management metrics or marketing activities. Techaisle has identified twelve fundamental areas where conventional wisdom has not kept pace with the fast emerging business needs of the channel. Channel policies based on conventional wisdom and past history is leading channel organizations away from the practices needed to compete successfully in the cloud market. Techaisle has developed 12 points for transformation of SMB channels table to illustrate ways that channel organizations must alter basic attitudes towards their business in order to be successful in the current and future IT market. Table below compares old model with new model with imperatives that are losing relevance with those that are emerging.

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