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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.

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.

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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.

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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.

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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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2016 US SMB IT spend growth rate to remain flat at US$188B

Techaisle forecasts that US SMB IT spend growth rate could very well remain flat at US$188 billion in 2016 as compared to 2015. However, the US midmarket spending growth will likely increase by 6% whereas the small business spending will fall by 2 percent in 2016 from 2015. In early 2015, Techaisle had forecast US SMB IT spending to be US$180B by end of 2015 – based on most recent Techaisle SMB surveys the actual spending for 2015 came in at US$188B. Techaisle survey data shows some very interesting patterns for planned SMB 2016 IT budgets across different employee size businesses. Small businesses show progressive fall in IT budgets until they reach a certain size whereas midmarket businesses show budget increases until they reach a certain size.

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