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IT directors and managers are looking for value when hiring a solution provider, according to a Ziff Davis Enterprise survey conducted from Jan. 26 to Feb. 12. Sixty-two percent of 245 respondents cited best value for the money as an influential factor when selecting a solution provider. Only 12 percent cited low price as a consideration. IT managers also revealed they want solution providers to better deliver technical analysis, recommend technologies they can investigate and demonstrate better return on investment, or ROI, than they have gotten in the past. Respondents cited backup, recovery, hosted services, business applications services and software development as priorities for 2008. Fifty percent of the respondents cited hosted and outsourced infrastructure as IT services currently used, an indication that managed services offerings are gaining traction in the marketplace and widening opportunity for solution providers. Another indication is that 51 percent said they are using backup and recovery services from providers. Looking ahead, 39 percent of respondents said they plan to increase spending on managed services in the next six months, while 57 percent said they plan no changes in that area.
Big Dollars in Power Management
All the current talk about conserving energy could translate to business opportunities for solution providers.
For Hire
Solution providers pick up side businesses as IT talent recruiters for customers.
Hoping to Be an MSP?
Managed services are all the rage, but VARs should look before they leap into the fray.
A Whole Lot of Changes at Dell
The vendor should stop thinking about solution providers as customers and start treating them as partners.
`My Vendor Is All Right`
Finding the right balance between seeking profit and providing support to partners is key for vendors.
Vendor Support: Never Enough
No matter how many support programs vendors put in place for their partners, solution providers always want more.
Online Backup for the Channel
VARs should weigh three major issues before they select an online backup partner.
Where to Cut
(insert deck here)
Time to Trim Business Process Sails
Solution providers will need to tighten their operations to better weather the approaching economic storm.
The SOA Challenge
Despite potential customer savings, solution providers grapple with explaining the technology’s benefits.
Technology Can Help the Environment
Opportunities to use IT in addressing problems that directly impact the environment are often overlooked.
Making the Case
Selling technology, especially newer technology such as service-oriented architecture, is hard work for solution providers.
A High-Energy Problem
Solution providers guide SMBs through options to make IT environments more eco-friendly.
Channeling the SMB Services Market
Rather than having service offerings that are stand-alone, services should be offered as extended warranty options available at checkout.
Channel Looks to Repurposing
The concept broadens the reach of virtualization and leverages extra server processing power.
ROI: Now It`s for Real
Return-on-investment calculations may have been more about marketing than substance in the past, but increasingly customers want solution providers to produce provable numbers.
Now Playing: Digital Signage
A multiplex movie chain partners with channel companies to brighten up its menu system.
The Distributor`s Role Evolves
Distribution is not just about pick, pack and ship anymore. Solution providers are looking for other services from their distributors.
Next-Gen Collaboration Gains Steam
Solution providers should refocus their energies on productivity gains, rather than on the requirements of purchasing managers that don't really serve customer interests.