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European SMBs- Technology Needs are Changing, Triggering a Shift in IT Sourcing Channels, a New IDC Study Reveals

A new International Data Corporation (IDC) survey-based study reveals a significant shift in IT sourcing channels among European SMBs. While basic hardware needs still take up a large share of the IT budget, new technologies – particularly those that IDC refers to as the 3rd Platform (social media, Big Data, mobile, and cloud) – have started to impact on SMBs.
“This transition is changing SMBs- needs toward more complex solutions which require more support and value-added services from channel partners, and triggers a shift in IT sourcing toward system integrators, high-end VARs, and public cloud service providers,” said Serena Da Rold, program manager, IDC European Industry Solutions. “This trend is particularly evident among high-end midsize organizations.”
Further findings
– Channels are vital for IT vendors when targeting SMBs, and both vendors and channel partners need to understand how SMBs select their IT sources in order to target them more effectively.
– The top 2 IT supplier selection criteria remain customer service and support and a low price across all sizes, but the importance of a low total cost of ownership has climbed to third position among SMBs.
– The level of satisfaction with the primary IT supplier overall is reasonably high, but the three most valued areas are still those where satisfaction could be improved the most.
– Overall, small companies tend to have lower expectations, but also lower satisfaction levels, while midsize companies are progressively more demanding but also more satisfied with their vendors- performance.
The study, Channel Selection and Vendor Satisfaction Among European SMBs: An IDC Survey, 2013 (IDC #MM05V, June 2013), reviews end users- channel selection, IT supplier selection criteria, and satisfaction with IT vendors, leveraging results of the IDC European Vertical Markets Survey 2012, conducted among 1,603 organizations (791 SMB respondents with 20-499 employees).

IDC is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community make fact-based decisions on technology purchases and business strategy. More than 1,000 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For more than 45 years, IDC has provided strategic insights to help our clients achieve their key business objectives. IDC is a subsidiary of IDG, the world-s leading technology media, research, and events company. You can learn more about IDC by visiting www.idc.com.