Vendors and their channel partners are having a job telling customers what is inside their portfolio according to analyst outfit TechMarketView
Its latest UK SITS Market Trends and Forecasts 2018 report said that there was plenty of opportunity for those selling software and services but getting on top of the proposition and channel partner bases is an issue.
Georgina O’Toole, chief analyst at TechMarketView said: “The biggest problem suppliers face is getting to grips with their own offerings. As their portfolios morph, as they take on a broader array of partners, and as they bolt on digital acquisitions, front-line salespeople and account managers can struggle to understand and articulate their organisations’ capabilities. Communicating (to both IT and non-IT decisions makers) the digital boundaries the organisation is breaking needs to be a top priority to secure new wins and renewals.”
The other issue that the SITS industry is dealing with is trying to keep up with changes as product areas blur into each other.
O’Toole said that traditional market boundaries are being tested more than ever and that an impact on the market.
“The change is both market and supplier-driven. True digital transformation involves all elements of SITS; investment in one area can necessitate improvements in another”,O’Toole said.
TechMarketView expects that tight market conditions that delivered 1.6 percent growth last year will continue, with 2018 also likely to produce sub rqo percent improvements.
