Enabling SMBs with Technology
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The document outlines the technological needs and market opportunities for small to medium businesses (SMBs), identifying key customer segments and their varying IT service requirements. It emphasizes the demand for improvements in technology use, particularly in areas like e-commerce, data management, and operational efficiency. Additionally, it highlights the challenges SMBs face in making informed technology decisions and the importance of understanding ROI and integration options.
Enabling SMBs with Technology
- 1. Enabling SMBs with Technology Copyright (c) 2015 CompTIA Proper8es, LLC. All Rights Reserved. | CompTIA.org
- 2. 77.8% Sizing the Addressable Market for Digital Business Services in the SMB Space Source: CompTIA’s SMBs and Technology study | Bureau of Labor Sta8s8cs | EMSI 21.8% 0.3% The “Sweet Spot” -‐ Customers with 10-‐249 employees -‐ About 2 million establishments -‐ Typically sufficient scale and budget to be candidates for many digital business services DIY / Budget Conscious -‐ Customers with 1-‐9 employees -‐ About 7 million establishments -‐ Most likely to use IT services for break/fix or web design -‐ OXen too small or budget constrained for many IT solu8ons CompeNNve Targets -‐ Customers with 249-‐499 employees -‐ About 31,000 establishments -‐ Scale, budget and sophis8ca8on to aZract many suitors Note: this chart depicts a top down approach to market sizing, which means it will not capture every nuance of the market place. There are certainly examples of very small customers with sophis8cated IT needs and substan8al budgets. Similarly, there are examples of larger customers in the early stages of adop8ng digital business services with limited resources.
- 3. Strategic PrioriNes at SMBs 23% 23% 26% 38% 48% 55% 58% Using data analy8cs to make decisions Managing compe88ve threats Innova8ng more effec8vely Improving staff produc8vity / capabili8es Improving opera8onal efficiency Reaching new customers Reducing costs / overhead Source: CompTIA’s SMBs and Technology study | Base: 500 U.S. small and medium businesses
- 4. 17% 36% 47% Profile of firms exactly where they want to be • 21% micro • 15% small • 16% medium • 17% IT role • 11% business role • 15% <5 years in business • 23% 5-‐9 years in business • 18% 10-‐14 years in business • 13% 15+ years in business SMBs Ready for Improvement in Technology Use Exactly where we want to be in tech use Very close to where we want to be in tech use Moderately close/not close to where we want to be in tech use Source: CompTIA’s SMBs and Technology study | Base: 500 U.S. small and medium businesses
- 5. Technology Areas SMBs Report Needing to Work On 21% 22% 24% 27% 28% 29% 30% 39% 42% 42% E-‐commerce or mobile-‐commerce Next-‐gen customer engagement Aligning business and IT needs Integra8ng applica8ons, data, and devices Geeng more ROI from tech investments Understanding the available choices Managing increasingly complex technology Modernizing aging equipment or soXware Effec8vely managing and using data IT security Source: CompTIA’s SMBs and Technology study | Base: 500 U.S. small and medium businesses
- 6. Frequently Occasionally Seldom/Never Staff bring issue to execs 14% 52% 29% IT staff bring issue to execs 18% 42% 33% Technology vendors pitch 17% 43% 33% Staff bring issue to IT team 17% 42% 35% IT firms pitch 13% 42% 37% Departments operate independently 15% 35% 43% IT staff make own decisions 15% 29% 49% Triggers for Technology Decisions Lowest segments seeing IT firms frequently making pitches • 2% Micro firms • 9% Business func8on • 12% < 5 years in business • 8% Age 40-‐54 Source: CompTIA’s SMBs and Technology study | Base: 500 U.S. small and medium businesses
- 7. SMB PerspecNves on Ways the IT Purchase Process Could Be Improved 28% 34% 34% 36% 43% BeZer understanding of ROI Examples from other companies Easier way to compare op8ons BeZer understanding of integra8on Mechanism for staying on top of new IT products/services Source: CompTIA’s SMBs and Technology study | Base: 500 U.S. small and medium businesses
- 8. 4% 31% 65% Use of Outside IT Firms by SMBs Don’t Know Use Various IT Firms Use IT Firms Regularly Work With Areas Where IT Firms are Used 35% Repair/Troubleshoo8ng 26% Installa8on/Integra8on 25% Web design/E-‐commerce 23% Technology procurement 22% Cloud compu8ng 21% Consul8ng 21% Cybersecurity 15% Telecom 14% Mobility/App development 10% Business process automa8on 6% Analy8cs Tendency towards familiarity and conNnuity Source: CompTIA’s SMBs and Technology study | Base: 500 U.S. small and medium businesses
- 9. SegmentaNon of SMB Customers’ Use of IT Services IT Service Micro Customers Small Customers Medium Customers Repair/troubleshoo8ng of computer, network or related IT issues 26% 38% 38% Deployment, installa8on or integra8on of IT or soXware system 10% 29% 33% Web design or e-‐commerce related 14% 29% 29% Procurement of hardware or soXware 8% 27% 31% Cloud compu8ng ini8a8ve 8% 23% 35% Cybersecurity related 7% 22% 31% General IT consul8ng / advisory / strategy services 7% 25% 28% Telecom, communica8ons, A/V related 4% 16% 25% Mobile app development / mobility ini8a8ve 2% 17% 19% Workflow or business process automa8on ini8a8ve 2% 10% 20% Analy8cs / business intelligence 2% 5% 13% None of the above -‐ all tech needs handled in-‐house 58% 20% 16% Source: CompTIA’s SMBs and Technology study | Base: 357 U.S. small and medium businesses using IT firms
- 10. Drivers for Using an IT Firm 23% 27% 28% 30% 32% 33% 46% Needed specific ver8cal industry exper8se Wanted a second opinion on direc8on Systems were geeng too complex Needed to reduce cost of IT support Wanted help driving business with tech Wanted to focus internally on core business Needed greater exper8se for new areas Source: CompTIA’s SMBs and Technology study | Base: 357 U.S. small and medium businesses using IT firms 40% among IT execu8ves 46% among IT execu8ves
- 11. Reasons for Moving to a New IT Firm 16% 17% 18% 22% 26% 29% 42% Lack of cloud service offerings Difficult to work with Lack of exper8se with our industry ver8cal Did not put my needs first Unreliable / poor response 8me Lack of innova8ve solu8ons Cost / too expensive Source: CompTIA’s SMBs and Technology study | Base: 111 U.S. small and medium businesses that have used new IT firms
- 12. Thank You Copyright (c) 2015 CompTIA Proper8es, LLC. All Rights Reserved. | CompTIA.org REMINDER: The complete 26-‐page Enabling SMBs with Technology report can be accessed free of charge at CompTIA.org (with simple registra8on)