• SIMPLIFY. EXPAND. GROW.

    SIMPLIFY. EXPAND. GROW.

    SMB. CORE MIDMARKET. UPPER MIDMARKET. ECOSYSTEM
    LEARN MORE
  • ARTIFICIAL INTELLIGENCE

    ARTIFICIAL INTELLIGENCE

    SMB & Midmarket Analytics & Artificial Intelligence Adoption
    LEARN MORE
  • IT SECURITY TRENDS

    IT SECURITY TRENDS

    SMB & Midmarket Security Adoption Trends
    LATEST RESEARCH
  • CHANNEL PARTNER RESEARCH

    CHANNEL PARTNER RESEARCH

    Channel Partner Trends
    LATEST RESEARCH
  • FEATURED INFOGRAPHIC

    FEATURED INFOGRAPHIC

    2024 Top 10 SMB Business Issues, IT Priorities, IT Challenges
    LEARN MORE
  • CHANNEL INFOGRAPHIC

    CHANNEL INFOGRAPHIC

    2024 Top 10 Partner Business Challenges
    LATEST RESEARCH
  • 2024 TOP 10 PREDICTIONS

    2024 TOP 10 PREDICTIONS

    SMB & Midmarket Predictions
    READ
  • 2024 TOP 10 PREDICTIONS

    2024 TOP 10 PREDICTIONS

    Channel Partner Predictions
    READ
  • CLOUD ADOPTION TRENDS

    CLOUD ADOPTION TRENDS

    SMB & Midmarket Cloud Adoption
    LATEST RESEARCH
  • FUTURE OF PARTNER ECOSYSTEM

    FUTURE OF PARTNER ECOSYSTEM

    Networked, Engaged, Extended, Hybrid
    DOWNLOAD NOW
  • BUYERS JOURNEY

    BUYERS JOURNEY

    Influence map & care-abouts
    LEARN MORE
  • DIGITAL TRANSFORMATION

    DIGITAL TRANSFORMATION

    Connected Business
    LEARN MORE
  • MANAGED SERVICES RESEARCH

    MANAGED SERVICES RESEARCH

    SMB & Midmarket Managed Services Adoption
    LEARN MORE
  • WHITE PAPER

    WHITE PAPER

    SMB Path to Digitalization
    DOWNLOAD

Techaisle Blog

Insightful research, flexible data, and deep analysis by a global SMB IT Market Research and Industry Analyst organization dedicated to tracking the Future of SMBs and Channels.
Anurag Agrawal

Strained Resources in the IT Channel: Adapting to Outcome-Focused Engagements

Techaisle’s landmark survey of 2,115 channel partners, representing a cross-section of the partner community, shows diverse concerns reflected in the business issues data stemming from a fundamental change in how the IT channel engages with customers. Like the IT function, the channel has typically served clients as a problem-solving option, able to plug a defined technology gap with a functioning system. However, as “business infrastructure” became indistinguishable from “digital infrastructure,” the definition of what IT needs to deliver has morphed. IT is now expected to support the business in ways that deliver tangible business benefits. The buyer community increasingly insists on outcome-focused project definitions, and procurement departments have started using shared-risk approaches, rather than traditional RFP-style responses to static requirements, to optimize the impact and value of systems that deliver new business functionality.

techaisle channel outome blog

Research You Can Rely On | Analysis You Can Act Upon

Techaisle - TA