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By
Martin
Vilaboy
B2B Chatter
How fragmented is B2B marketing? When con-
sidering B2B tech purchases of $10,000+, at least
a quarter or more of respondents site any one of
10 possible sources of research and information
prompted in an Arketi Group survey. We could eas-
ily add a handful of others sources to the list.
Services Sectors Lead Opex Growth
The modest growth in IT operational spending in 2016 is
being led by the services sectors, which far outpace the slow
or no-growth manufacturing, distribution and public sector,
according to the annual Computer Economics IT spending
and staffing benchmark study.
Small Clouds but Forming
Research from IDC suggests smaller firms are still on
the fence about cloud computing but moving forward are
expected to rapidly increase adoption over the coming years.
Source: Arketi Group
Perceived risk of network-connected
endpoints in 2016
(Percentage of IT pros who selected “moderate” or “high” risk)
Source: Forrester Research
Customer relationship management
Commerce servers
ePurchasing and business networks
Human resources management
Risk management and payment
Supply chain management
Governance, risk, and compliance
Financial management systems
Product life-cycle management
Call center/contact center systems
Manufacturing resource management
Electronic design automation
Industry analysts
Internal colleagues
Vendor face-to-face meeting
Vendor website
Case studies or
customer testimonials
Vendor comparison charts
Industry/professional online
communities or forums
Live or in-person demo
Web searches
Tradeshows and
conferences
Total, business proc ss applications
55%
53%
41%
38%
30%
23%
22%
11%
10%
7%
3%
34%
42%
40%
40%
40%
36%
32%
31%
31%
29%
28%
In-Use (Not Including Pilots)
In Pilot/Proof of Concept
Planning to Implement in the Next 6 Months
Planning to Implement in the Next 12 Months
Planning to Implement in the Next 24 Months
37.6%
10.3%
2.8%
6.2%
7.2%
DCIM Adoption Plans
y platform (ReversingLabs)
Source: IHS
Number of Global VoLTE Subscribers
Source: Computer Economics
Change in IT Operational Budgets from Prior Year:
All Sectors
Source: CBRE, eMarketerx
Number of Stores that Retailers
Worldwide Plan to Open in 2016
23%
21%
20%
2019E
2020E
nabling
752%
500% 600% 700% 800%
Prof./Tech. Services
Financial Services
Health Services
All Sectors
Process Manufacturing
Retail/Wholesale
Government/Nonprofit
Discrete Manufacturing
2016
2018
2020
1.2
1.0
0.8
0.6
0.4
0.2
0
Global Vol TE Subscribers (Billions)
4.7%
3.6%
3.0%
2.0%
2.0%
1.8%
1.3%
0.0%
Median
None
1%
1-5
19%
6-10
25%
11-20
23%
40+
17%
21-30
10%
31-40
5%
21
Percentage of an average
employee’s work week
spent away from their
desk, 25% for middle
managers and 37% for
executives, according to
BT Research.
Cloud Enthusi sm Amo g Small Businesses
(Fewer than 50 Employees)
Small businesses “embracing” the cloud
11%
Small businesses currently deploying cloud
29%
Small business saying they are “evaluating”
whether to adopt cloud
35%
Small businesses planning to deploy cloud-
based office tools and productivity software
56%
Small businesses that are using or planning
to adopt a cloud solution for email and
collaboration
63%
Small businesses that will “fully adapt” to the
cloud by 2020
78%
Source: IDC
data
POINT
NUMBERS WORTH NOTHING
18
CHANNEL
VISION
|
July - August 2016