A new study from IDC has shown that although SMEs represent a growing opportunity for IT services firms, successful inroads will only be made if these firms are able to customise their software to fit with small companies’ unique business processes.
The study, entitled Understanding the Small and Medium-Sized Business Customer for IT Services, showed that SMEs want to work with IT services firms that can easily assimilate into their culture.
Almost 50% of respondents prefered to work with smaller services firms who enjoy a reputation for swiftness and personalisation.
The majority of respondents also rated technical support, product knowledge and ease of doing business and experience in their particular industry as very important criteria in selecting a services firm.
“The technical requirements of a middle market company may not be the same as those of a global Fortune 500 company, but the business processes can be just as complex,” said Stephanie Torto, program manager for IDC’s Systems Integration Business Strategies research.
“As a result, services firms must tailor their middle market services to the industry-specific pain points of their customers," she added.
The IDC study surveyed 550 respondents, comprising of 15% small businesses (20-99 employees), 75% medium-sized businesses (100-999 employees), and 10% large business (1,000 or more employees).
For more news on managed applications click here >>