Dell-EMC Buyer Sentiment Research Redux

As you might recall, ESG conducted our own research after the announcement of Dell acquiring EMC to find out what actual people — those who buy stuff — thought. At that time, we really wanted to focus on only what Dell and EMC customers thought about the deal. But recently, we conducted some additional research to specifically gain insight into what non-customers of Dell and EMC thought.

Topics: EMC Cisco Dell IT buyers VCE dell-emc

Cutting Through Endpoint Security Marketing Hype is a Challenge for Buyers and Vendors Alike

Endpoint security is a fast-paced, dynamic market right now. The amount of funding, M&A, and general product development is moving at what can feel like a blurring speed, and separating the facts from the marketing language can be a challenge.

For a thought experiment, imagine for a moment you are a CIO/CISO/equivalent in charge of the security budget.  You are a little behind, maybe updating from an AV-only environment to a more advanced endpoint solution. How do you go about selecting a vendor? How do you begin quantifying your organizational needs? 

Topics: Information Security endpoint endpoint security IT buyers IT Spending Intentions skills shortage IT purchasing IT skills security spending

Channel Partner Transformers: The Age of Extinction

I was at the movies this weekend and a preview for the upcoming Transformers movie, called the “Age of Extinction,"was shown. In talking with many colleagues in the world of channel partnering, I can’t help but wonder whether the evolving IT consumption model, the growth of non-traditional IT buyers (in line-of-business) purchasing solutions, and the rapid pace at which IT vendors are developing solutions that don’t fit into the traditional model of a one-time transaction will spell “extinction” for a significant portion of the channel partner community.

Our latest research (Channel Partner Transformation: Selling Cloud Services) shows that the drivers for channel partners to transform their businesses include:

  • The amount of customer demand.
  • The fear of missing out and maintaining their “trusted advisor” status.
  • The declining long-term profitability of traditional business models.
  • The vision and commitment by the business owner/leader.
Topics: channel partners IT buyers

Channel Partners: Stuck in Quicksand?…There Is a Way Out

Have you ever been stuck in quicksand? Had the anxiety that you were sinking, and the world was closing in? Well, executives at resellers and other channel organizations in the high-tech world are having these feelings as the IT consumption model is changing, non-traditional IT buyers (in line-of-business) are purchasing solutions, and IT vendors are rapidly developing solutions that don’t fit into the traditional model of a one-time transaction with annual maintenance contracts. But despite these winds of change, ESG research shows that only 1 in 5 channel partners are evolving.

So what is holding channel partners back from reaching out, grabbing that branch, and pulling themselves out of the quicksand? ESG’s latest research (ESG Research, 2013 Channel Transformation Survey, November 2013) shows that channel partners are not evolving their businesses more rapidly because:

Topics: channel partners IT buyers