67% of Channel Partners Increase in Demand for BC Solutions

Carbonite, Inc., announced the latest in BC and channel research with its report titled, BC: A Growing Opportunity in a Digitalized World.

The research, conducted through Spiceworks, Inc. The Voice of IT, identifies trends, challenges and strategies related to BC.

According to the results, 67% of channel partners reported an increase in demand for BC solutions, and 77% expect the demand to continue growing over the next three years. 87% of channel partners agree that BC solutions are worth the investment, but they are faced with two key challenges when selling related products: lack of customer education (45%) and budget concerns (45%).

Businesses see the value in BC solutions as 73% of respondents said demand comes directly from clients, but a shortage of knowledge on the topic combined with the need for affordable, solutions leads to the lack of adoption. To overcome these challenges, channel partners are looking for BC providers that go above and beyond. An overwhelming majority of respondents, 92%, indicated they want vendors to offer more information and resources about packaging products and services into the solutions that clients are asking for.

“There is a clear disconnect between the need for BC solutions and SMBs making the decision to purchase them for their organizations,” said David Maffei, VP of global channel sales, Carbonite. “This research underscores the opportunity channel partners have to become strategic advisors to their clients by providing education, powerful solutions, and ongoing service and support. As technology vendors, we need to support channel partners and make sure they have the resources and tools they need to educate and empower their clients.“

As the BC market continues to thrive, channel partners and solution providers must seize this opportunity and work to provide SMBs with solutions and the resources required to address their pain points.

According to the survey, most effective tools and resources
used to sell BC services and solutions are:

• Information about data loss – 51%
• Information about compliance standards/requirements – 41%
• Information about security breaches/threats – 39%
• Information about productivity loss – 33%
• Information about financial loss – 27%
  

Spiceworks surveyed channel partners in North America at organizations of 1,000 employees or less.

Complete report (registration needed)