Current challenges faced by IT partners and their selection criteria when looking for a manufacturer.
The challenges, but also the potential, in channel management are manifold due to rapidly changing markets and conditions. For both sides. In our latest market trend survey, we focused on the IT partner side and spoke to 240 IT service providers, system integrators and system houses as well as service providers from the DACH region.
In our first part of the results, we take a look at the criteria for selecting manufacturers, as well as the question of the biggest current challenges as a partner and see developments that we have not seen in the IT industry in recent years.
Partner program has significant influence.
32% of the IT service providers surveyed stated that they attach particular importance to the support defined in the partner program and access to the manufacturer. Access to project prices / SBOS is particularly important to 28%.
Technical service & support, solution and product quality, marketable portfolio and innovative strength follow at a clear distance in the ranking.
WHAT DO YOU LOOK FOR WHEN CHOOSING A MANUFACTURER? WHAT IS PARTICULARLY IMPORTANT TO YOU?
Here are the top 3 criteria:
WHAT IS CURRENTLY YOUR BIGGEST CHALLENGE AS A PARTNER?
IT partners such as system houses and service providers are facing a challenging environment due to the economic situation: 38% are struggling with declining business. This is the highest figure for 23 years.
The shortage of IT specialists is no longer seen as being as pronounced as it was 1 year ago: Only 15% compared to 42% in the previous year cite the need for personnel as the greatest challenge.
