The second-annual Direction of Technology Report by TD SYNNEX, out this week, provides fresh insight into tech trends in the IT services community. Even in the face of ever-changing regulatory requirements and market unpredictabilities, the report underscores the resilience and success of the technology industry itself.
Drawing from a worldwide survey encompassing more than 550 technology resellers and conducted in collaboration with Canalys, the report has 8 key takeaways:
- AI/ML Explosion: The number of partners offering AI/ML solutions skyrocketed by 625% in just one year. High-growth technologies like cloud, AI, IoT, and cybersecurity are dominating partner offerings.
- Top Technology Sales: Security leads as the top-selling technology, followed closely by networking, servers, storage, and hybrid cloud solutions.
- Skills Gap: Respondents identified gaps in their talent pipeline, with 38% prioritizing managed services as their top business skill need and an equal percentage selecting security as their top technology skill need.
- Regional Skill Variations: Skills needs vary by region, but managed services remain in high demand across all regions surveyed.
- Partner-Delivered IT Spending: An estimated 73% of IT spending in 2023 will be partner-delivered, with cybersecurity being the most frequently delivered technology at 91.5%.
- Revenue Growth and Portfolio Evolution: 77% of channel partners reported revenue growth, achieved by adapting business models and offerings to meet changing market demands. Sales of product lifecycle services, owned IP, and resale of packaged services increased by 150% to 200%.
- MSP Market Growth: Approximately 50% more respondents identified as managed service providers (MSPs) compared to the previous year, indicating explosive growth in this market segment.
- ESG Considerations: ESG (environmental, social, and governance) management gained importance, with 125% more partners recognizing its significance. 37% reported increased ESG investment, and 38% engaged in ESG initiatives through hybrid or outsourced partnerships.
Making Sense of the Data
Sergio Farche, chief strategy officer for TD SYNNEX, shared his thoughts on the report and its meaning for managed services providers.
“With so many fascinating findings in this year’s report, it’s hard to choose just one. One that particularly jumps out to me is the tremendous 625% increase in partners offering artificial intelligence (AI) and machine learning (ML) offerings this year compared to 2022. And it’s not just AI. When asked what technology solutions they plan to offer in the next 24 months, nearly all of the top-five answers from resellers are in high-growth areas like security, networking, data, AI/ML, and hybrid cloud,” noted Farache.
When asked about opportunities and challenges for MSPs in 2024 in light of the report, Farache weighed in.
“The Direction of Technology report highlights how MSPs are modifying their portfolio mix, even in just one year. In particular, the sale of product lifecycle services, packaged services, consumption-based XaaS, and owned IP all increased dramatically in the past 12 months. Additionally, MSPs reported they expect data analytics, security, AI/ML, and AR/VR will be among the top technology solutions they plan to offer within the next 24 months,” he said.
“Survey respondents consistently cited ‘adapting to external factors’ as one of their leading challenges, at least until the markets stabilize further. But another area where I think they are seeing challenges – and will continue to – is in the area of adapting to the rapid technological change. That can be seen in the areas where partners say they are looking to hire – with the top technical skill being security and the top business skill being managed services. Naturally, that’s an area where a distributor like TD SYNNEX can provide added expertise and support not only through our solutions offerings but also our services business,” he concluded.
