In early November, I wrote about the need for technology solution providers to think more creatively about how to find the budgets for technology services or projects they are pitching. The point being that this money doesn’t always have to come out of a company’s IT budget.
But even though a VAR’s business-side connections will be much more important in the future for winning business within small and midsize businesses, there are still plenty of reasons to make nice with the IT departments within prospective or existing accounts. And to do so at least once per quarter (as you’ll read in a moment).
That influence of internal IT professionals is underscored in a new infographic compiled from a recent survey of nearly 950 IT professionals conducted by Spiceworks. The results provide numerous datapoints that technology solution providers might use to target their sales and consulting activity accordingly in 2013. Here are some highlights:
- Slightly less than one-half of current budgets (48 percent) will be focused on new projects versus maintenance or ongoing managed services.
- About 27 percent of IT professionals plan things three to six months in advanced, about the same number (26 percent) that act in a timeframe of one to three months. So, if your team isn’t visiting accounts or prospects at least one per quarter, it could be missing out.
- Approximately one-third of the survey respondents have the authority to create budgets. Another case to visit both the IT team and the business-side team.
- Laptops and notebooks are the biggest spending priority for 2013, followed by servers.
- 45 percent of the respondents think they see additions to their budgets as the year progresses.
The complete Spiceworks infographic is embedded below: