2112Group Reports

"2112Group Reports" is a series of blogs produced by The 2112 Group and published exclusively to the Intronis Cloud Backup and Recovery blog, offering insights on business and technology trends in the channel. Visit The 2112 Group on the web at www.the2112group.com and www.channelnomics.com. Follow them on Twitter @the2112group and @channelnomics.
Find me on:

Recent Posts

Data Point: The power of multiples in channel sales

Posted by 2112Group Reports on Apr 9, 2014 1:05:00 PM

We often harp on the need for solution providers to develop and market honest-to-goodness solutions sets that target real business outcomes as opposed to one-off transactions that do little to add value to the client relationship or the partner’s bottom line.

When we look at the numbers related to the relative complexity of individual channel deals, it’s apparent the proclivity for technology solution sets is real and the concept of packaged solutions is gaining traction.

Read More

Topics: IT Services Trends

Dance with the one who brought you: The power of existing relationships

Posted by 2112Group Reports on Apr 2, 2014 11:05:00 AM

We’ve long held to the premise that, in addition to adding new accounts, the success of services businesses is predicated on the uninterrupted stream of recurring revenue from existing accounts. In the services model, the only way recurring revenue flows in a positive direction is through the management of account attrition volume and a focus on horizontal sales.

That concept got some additional support recently from the savvy business minds at Gartner, who are encouraging B2B technology service providers to focus less on net-new account acquisitions and more on the predictable and higher-margin exercise of renewals and additional sales to the existing client base.

Read More

Topics: Customer Management

Good things happen when IT spreads across organizations

Posted by 2112Group Reports on Mar 26, 2014 11:05:00 AM

Much has been written about the transformation of IT from simple technology to businesses processes. While enticing on an academic level, the message hits home when we see it in the real spending and hiring habits of business decision-makers.

A recent survey by the professional services firm BDO USA shows technology CFOs are as optimistic as ever about hiring and spending, with 91 percent saying they expect to add capabilities in Big Data, cloud computing and security.

That meshes with U.S. Bureau of Labor Statistics data showing a forecasted increase in employment in all IT fields of 22 percent by 2020. It is, however, at odds with other IT job counters like Janco and The Hackett Group, which have kicked off 2014 with a bleak outlook for IT jobs, which usually corresponds to channel IT services spending since they are driven by similar forces.

Read More

Topics: IT Services Trends

Data Point: Plenty of meat on the managed security bone

Posted by 2112Group Reports on Mar 19, 2014 11:05:00 AM

Managed security may be near ubiquity in managed services, but the space remains far from commoditization, with industry analysts predicting double-digit annual growth and ample opportunity for early adopters and new entrants.

Transparency Market Research estimates the managed security services market will top $24 billion by 2019, rising 15.4 percent annually thanks to an increase in demand for network security and confidentiality services.

Read More

Topics: IT Services Trends