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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.
Anurag Agrawal

Cisco’s Master Plan for Seizing the SMB Market Opportunity

According to data from Techaisle, it is projected that the global IT expenditure of small and medium-sized businesses (SMBs) will escalate to a staggering US$1.35 trillion by 2024. Furthermore, this spending is anticipated to experience a compound annual growth rate (CAGR) of 5.7%, extending through 2028. Cisco is making a significant push into the SMB market, a segment where it has enjoyed steady growth. In fiscal year 2023, which concluded in July, the SMB segment was Cisco’s top-performing customer category for a third consecutive year. Cisco sees this segment as a $25 billion addressable market opportunity, captured with mid to high-tier SMBs transitioning to cloud and SaaS solutions. Notably, about 20% of Cisco’s SMB business comes from new customers every year, underscoring this segment's critical role in expanding Cisco’s reach and reflecting on the growing demand for technology amongst SMBs.

Cisco’s go-to-market in the SMB segment is partner-led, catalyzed with continuous partner-focused programs, initiatives, and marketing investments to foster robust relationships. According to the latest research by Techaisle, a significant majority of SMBs, 87%, depend on their partners for technology solutions. Furthermore, these SMBs channel nearly 89% of their IT expenditure through these partners. Cisco is, therefore, continuously enhancing its engagement with partners, revamping its marketing strategies, and adapting to the changing needs of its customers. A vital part of this strategy is the focus on the new “Scale” go-to-market initiative, aligned to engaging SMB customers and Partners in this space, as unveiled at the company’s sales kickoff meeting in August. This model offers partners and customers enhanced sales and marketing support, ensuring that SMBs receive expert advice in crucial care-about areas such as cybersecurity or hybrid work.

The concept of “digital transformation” has become a staple in corporate discussions over the years. While some may write it off as a fad, many, particularly SMBs, understand its importance. For these businesses, digital transformation involves adopting digital technologies to streamline operations, improve customer relationships, and position themselves as agile and innovative entities in their respective fields. Techaisle data reveals that 71% of SMBs are investing in digital transformation, and 37% have a holistic digital strategy. SMBs, once perceived as technologically behind, are actively embracing cloud solutions to meet their IT requirements. These technologies have become crucial to their digital transformation journey, enabling them to automate various operational aspects and gain a competitive advantage through essential business process automation tools, orchestration, and integration or advanced offerings like custom AI and analytics applications hosted on cloud platforms.

Anurag Agrawal

Techaisle study reveals that the Cloud is closing the gap between strategy and execution for SMBs and Midmarket firms

In a genuine sense, the discussion of “the cloud” is similar in scope to the discussion of “IT.” In both cases, use is a given, but the scope and impact of that use are critical to the operational effectiveness and competitiveness.

In today’s world, there is little distinction between “business infrastructure” and “digital business infrastructure;” in recent SMB survey research, Techaisle found that executives from nearly all upper midmarket firms (1000-4999 employees) agree that we have reached a “post-digital” state where all business strategy discussions include digital considerations.

Cloud is the linchpin for these strategies. A Techaisle survey of more than 2,000 firms, segmented into small business (1-99 employees), core midmarket (100-999), and upper midmarket (1000-4999), found that across this broad spectrum, SMBs universally see cloud as a way to reduce IT and operational costs, increase operational agility, and support improved business processes that drive increased efficiency and profitability.

Cloud in an SMB Business Context

For more than a decade, the cloud has been touted as a means of enabling SMBs to capture IT benefits that were previously the sole province of large enterprises: the ability to achieve both IT cost-efficiency and the competitive edge arising from ubiquitous automation that accelerates processes and unlocks the potential of new relationships, offerings, and markets. Today, SMBs and midmarket firms are seeking a zero-friction future: a state in which businesses can seamlessly deploy and integrate capabilities across multiple business areas, creating fluid systems linking core functions to new approaches to engagement, insight, and innovation.

Since 2014, the path forward has proved to be more fractious than the vision. In most SMBs, the cloud itself advanced in fits and starts, with early attempts at hosted private cloud and use of public cloud to support business-critical workloads snagging on unclear platform standards, a lack of experienced talent, economic worries, and a delivery horizon which remained stubbornly beyond practical experience. But in time, knowledge and improved technologies have addressed the rough edges.

Cloud is increasingly able to deliver real benefits to SMBs: it is both a priority and a current reality, providing business infrastructure that connects strategy and execution, responding to changing business requirements, changing customer and supplier expectations, volatile competitive pressures, and new opportunities for automation of both systems and system-dependent processes and workflows.

Six truths about cloud in the SMB

Anurag Agrawal

Partner ecosystem - the winds of change: all thrust, no vector

The aviation phrase “all thrust, no vector” is sometimes used to describe individuals or initiatives that exhibit a great deal of energy (such as the power required for a plane to achieve liftoff) but no clear sense of direction. It is an apt description of the current state of the IT channel.

  • The IT channel is facing several challenges, including the need to deliver more business value, the shift to as-a-Service contracts, and the need for new skills.
  • There is no clear consensus on the best way to address these challenges.
  • Channel partners are struggling to find a balance between investing in new initiatives and maintaining their existing operations.

Consider the critical business issues identified by survey respondents in Techaisle’s survey as a starting point. Ten issues (from a list of 19 options) were identified as important by more than one-quarter of respondents, but not one was identified as important by more than half. Respondents are trying to reduce volatility in their businesses by managing uncertainty, reducing churn, and focusing on customer retention – and/or they are attempting to drive growth by improving speed to market, focusing on new markets, and increasing the number of offerings sold to each customer – and/or they are looking to shore up core operations through improving sales and marketing effectiveness, attracting and retaining employees, and increasing engagement with vendor partners.

Anurag Agrawal

Techaisle study reveals the IT Channel in search of a roadmap to success

Techaisle’s landmark survey of 2,115 channel partners, representing a cross-section of the partner community, indicates that while pressure for change is mounting, partners have not yet coalesced around a path forward. The Techaisle channel survey shows that the partner community members are searching for a roadmap to success. That roadmap will vary across partner models, as will the opportunities and requirements for suppliers. In this time of transition, effective channel collaboration will determine growth and viability for both individual channel businesses and their vendor suppliers.

The early years of this decade have been challenging for individuals and businesses in all sectors. In some cases, the pandemic – or, more recently, rising interest rates and declining consumer confidence – have caused tremendous upheaval, with suppliers finding that traditional definitions of the market, sales motions, and fulfillment no longer applied.

The current decade has brought an even thornier set of challenges to the IT channel. In addition to the macro conditions that apply to all businesses, and against a backdrop of changing business models, shrinking product margins, and the need to build profitable services practices, channel members need strategies to cope with:

A shift in core customers – from technologists to an organization-wide mix of personas, including businesspeople who define technology in terms of business rather than IT functionality.

• A shift in buying and selling models – from fee-for-product/service to approaches that involve outcome-based evaluation and contracting or shared risk agreements that tie payments to achieving defined business goals.

• A shift in solution composition – from monolithic systems to modular stacks that address target functionality via APIs – as well as a corresponding change in the underlying business approach, from “design once, deploy many” to a need for individualized solutions tailored to a fluid set of customer needs.

These conditions have combined to place the channel under tremendous stress. Channel members have explored different business models, different product mixes – accompanied by demands for new skills and service capabilities – and other marketing, selling, and partner relationship configurations.

Both channel businesses and their vendor suppliers are vested in understanding how solution portfolios are changing and how the channel and vendor communities can best work together to bring solutions to market. These are complex questions, but their answers are at the heart of a wide range of sales, marketing, and executive imperatives. This study provides valuable input to those discussions.

Aligning to Changing Solution Portfolios

The starting point for an analysis of alignment to changing solution portfolios is the portfolios themselves – what is the channel selling, and how fast is revenue associated with these offerings expected to grow? Data shows that more than 80% of partner firms are selling cloud and/or collaboration, and more than 60% sell customer experience, employee experience, or analytics solutions. From a growth perspective, 80% or more of channel members anticipate growth in cloud and 5G, and 70% or more expect growth in collaboration, analytics, SD-WAN, virtualization, and/or SD-WAN.

Research You Can Rely On | Analysis You Can Act Upon

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