Technology value-added resellers (VARs) are increasingly focused on
selling managed services to help small- and middle market businesses
(SMBs) monitor, manage, and maintain their IT networks and equipment.
However, according to a new study released by CIT
Group Inc. (NYSE:CIT), a leading provider of global vendor
financing solutions, the benefits of offloading IT services - lower
costs, increased available resources, and reduced IT headcount - are not
fully understood by many SMBs. This lack of understanding serves as the
biggest barrier to VARs as they look to sell managed services to SMBs.
Managed services offer third-party monitoring, managing and maintaining
of computers, networks, software, and other IT.
The research report, "Technology
Channel Outlook: Are SMBs Ready to Embrace Managed Services,"
prepared in association with Forbes
Insights, gathered the views of more than 100 executives at
technology value-added resellers and technology channel partners that
sell to SMBs.
"The findings of this study are consistent with our experience in
financing managed service contracts," said Ron
Arrington, Global President of Vendor
Finance at CIT. "We have found that the most successful
managed services programs are those in which the VAR clearly articulates
the offering and quantifies the impact for the SMB. Likewise, when an
SMB is committed to implementing a managed services solution, it soon
realizes that it can play an important role in the growth plans and
expense management of the company."
Key Findings from the Report:
Individuals interested in receiving future updates on CIT via e-mail can
register at http://newsalerts.cit.com
About the Report
The report is based on the results of a survey of 104 executives at
technology value-added resellers that sell to small- and middle market
businesses. Nearly half (45%) of respondents were either owners of their
business or a C-level executive (including CEO, COO, or CFO). All
respondents worked for companies that have annual revenues of between $1
million and $100 million. The survey took place in July 2011.
About Forbes Insights
Forbes Insights is the strategic research practice of Forbes Media,
publisher of Forbes Magazine and Forbes.com, whose combined media
properties reach nearly 40 million business decision makers worldwide on
a monthly basis. Taking advantage of a proprietary database of
senior-level executives in the Forbes community, Forbes Insights'
research covers a wide range of vital business issues, including talent
management, corporate social responsibility, financial benchmarking,
risk and regulation, and doing business in emerging markets. www.forbes.com/forbesinsights
About CIT Vendor Finance
CIT Vendor Finance is a global leader in developing business solutions
for manufacturers, distributors, and product resellers, and financial
solutions for their customers. CIT maintains relationships and develops
financing programs with leading manufacturing companies that can enable
increased sales while providing equipment financing and value-added
services from invoicing to asset disposition to small and middle market
businesses across all industries that facilitate the purchase of
equipment according to their needs. www.cit.com/vendorfinance
Founded in 1908, CIT (NYSE: CIT) is a bank holding company with more
than $35 billion in finance and leasing assets. A member of the Fortune
500, it provides financing and leasing capital to its more than one
million small business and middle market clients and their customers
across more than 30 industries. CIT maintains leadership positions in
small business and middle market lending, factoring, retail finance,
aerospace, equipment and rail leasing, and global vendor finance. www.cit.com
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