Enterprise-Level Technologies Come to SMBs

Like a child outside a candy store window, SMBs often have been left on the outside looking in when it comes to efficiency- and productivity-enhancing technologies. They could see the value, and they knew they wanted it; but the cost was usually such that only large enterprises could afford it.

That has changed. While SMBs still must be careful about every dollar they spend, now there are many technologies that can give them the same advantages as those enjoyed by large enterprises, but without the prohibitive price tag. And they’re willing to spend on the right technologies if the benefits are there.

In fact, research firm IDC estimates that U.S. SMBs will spend more than $125 billion on technology in 2011, an increase from $120 billion in 2010. This upward trend was confirmed in a May 2011 survey by IT industry trade association CompTIA, which found 71 percent of respondents at SMBs indicating that their technology budgets would increase in 2011, and a full third of all respondents planning an increase of 10 percent or more.

That’s certainly good news to channel partners that work with SMBs. They’re willing to spend if the technology (and the price) is right. Yet since many SMBs lack internal IT expertise, they’re counting on partners to help them determine where to invest to gain the greatest ROI, and then to implement these technologies. Following are some of the areas that should be considered in any SMB technology recommendation.

Cloud City

By now, even the least technology-savvy SMB has heard about cloud computing and wondered if it is for them. In the CompTIA survey, nearly one-third of SMBs said they already have adopted cloud computing in some form, with medium-businesses showing the highest use at 42 percent. It’s also at the top of future plans, with 35 percent of all current non-users expecting to move at least part of their operations to the cloud in 2012.

One big advantage to the cloud over traditional IT configurations is SMBs don’t have to go to the time and expense to rip out their current infrastructures and replace them with new ones. Instead, they can keep what they have, and let the service provider manage it for them – creating ample opportunities for channel partners to become more entrenched in the day-to-day business of their SMB customers.

Another advantage is the cloud enables SMBs to pay as they consume services rather than making huge up-front investments. This strategy makes bringing world-class technology to the SMB much more affordable, as their costs go down when business is at an ebb and rise when they’re better able to afford it.

For more information on how channel partners can leverage the cloud with their customers, check out CompTIA’s Quick Start Guide to cloud.

So Much for Paperless: Managed Print Services

While the idea of a “paperless office" sounds good in theory, the facts don’t back it up. According to a September 2011 CompTIA study, printing occurs daily at nearly 75 percent of offices. And those companies expect printing volumes (and costs) to increase or remain at current levels over the next two years.

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As this demand grows, so does the demand for managed print services that handle the management, maintenance and troubleshooting of print, copy and related services to a channel partner for a fee – either monthly or on a cost-per-page basis. Sometimes even hardware and paper/ink/cartridges are part of the contract as well.

It makes sense. SMBs often find themselves with too many devices due to a lack of a cohesive strategy or one entity managing the entire operation. By moving to a managed print services model, they can reduce overall costs by moving to a pay-as-you-go model.

To learn more about the opportunities in managed print services, see CompTIA’s Quick Start Guide to managed print services.

The Move to Mobile

The advent of mobile technology has been a particular boon to SMBs challenged with servicing customers on-site while still getting the work done. In CompTIA’s May 2011 study on technology adoption trends among SMBs, 42 percent of medium businesses used mobile solutions and another 33 percent planned to start within the next 12 months. While only 25 percent of small businesses had a solution in place, 43 percent said they expected to start in the next 12 months.

This intent to buy indicates SMBs recognize the value of the various devices employees bring to the office; by supplying employees with mobile phones and tablets, companies can reduce the risks inherent in the bring-your-own-device phenomenon, while giving those workers more flexibility to do their jobs. Given the high level of interest, channel partners should look to take advantage of this opportunity quickly.

Securing Security Revenue

Security continues to be a hot-button issue in all businesses. But it’s particularly critical to SMBs, both because they’re less likely to have the in-house expertise to protect their data and because they're less likely to know what should be protected – and how to protect it.

For example, SMBs may give a lot of thought to preventing attacks from malware, but they don’t account for other business disruptions such as natural disasters or construction mishaps, for example. Without a good offsite data storage and business continuity plan and process, any such issue can be life-threatening to SMBs.

Laying out the risks, and how they can be managed and mitigated, is a great revenue opportunity for channel partners. To learn more, check out CompTIA’s Quick Start Guide to IT security. To help you compete for this business (and ensure you are providing the best service to SMBs), also look into CompTIA Security+ certification.

Todd Thibodeaux is the president and CEO of CompTIA, a nonprofit trade association dedicated to advancing growth of the information technology industry through educational programs, market research, networking events, professional certifications and public advocacy. For more information, visit http://www.comptia.org .