Actual state of information gathering when selecting products
Posted: Tue Jan 07, 2025 4:54 am
Medics Co., Ltd. conducts its own questionnaire survey of people who have selected IT products to introduce into their companies. When asked whether the person who initially gathers information about the IT product is an external or internal telegram data person, and whether the person who creates the main RFP (request for proposal) when introducing an IT product is an external or internal person, we found that in both cases, external consultants or partner companies are involved in more than half of the cases (see Figure 1).
Figure 1:
SaaS_partner1
*Click on the image to enlarge it.
Furthermore, according to a survey by the Small and Medium Enterprise Agency (see Figure 2), direct sales account for only 24% of IT tool vendors' sales to small and medium-sized enterprises, with over 70% being made through partners such as external consultants and affiliated companies.
Figure 2: Small and Medium Enterprise Agency " Promoting the spread of IT tools according to the size of small and medium-sized enterprises " (October 10, 2019)
SaaS_partner2
*Click on the image to enlarge it.
These data show that building relationships with influential external partners can have a significant impact on product selection, and that it is not enough for SaaS companies to approach end users directly. Moreover, it can be said that partner businesses are attracting attention because there is a certain number of users that cannot be reached by a company alone.
Figure 1:
SaaS_partner1
*Click on the image to enlarge it.
Furthermore, according to a survey by the Small and Medium Enterprise Agency (see Figure 2), direct sales account for only 24% of IT tool vendors' sales to small and medium-sized enterprises, with over 70% being made through partners such as external consultants and affiliated companies.
Figure 2: Small and Medium Enterprise Agency " Promoting the spread of IT tools according to the size of small and medium-sized enterprises " (October 10, 2019)
SaaS_partner2
*Click on the image to enlarge it.
These data show that building relationships with influential external partners can have a significant impact on product selection, and that it is not enough for SaaS companies to approach end users directly. Moreover, it can be said that partner businesses are attracting attention because there is a certain number of users that cannot be reached by a company alone.