News in the Channel - issue #21

SAAS FOR SMBS

features like automated reporting and audit trails. There is also a growing emphasis on building a proactive security posture. SMBs are looking for solutions that offer vulnerability assessments, risk management and security awareness training.” Future It is expected that demand for SaaS solutions for SMBs will increase in the next 12-24 months. “SMBs’ interest in adopting SaaS solutions will only continue to grow,” says Joe. “The improved efficiency, increased sales potential and opportunities to engage with customers in a quicker and easier way are already having such a positive impact for SMBs, we don’t see this slowing down.” Ritchie Butters, EMEA business director at 8x8, adds that demand for SaaS offerings and products is only going to go up, because less than 50% of the SMB market has moved to the cloud. “So, there’s a considerable number of organisations who still have to modernise and upgrade away from legacy platforms,” he says. “This is still a period of incredible opportunity for resellers. Not only because so much of the market has still to move to the cloud. Add in factors like the delayed PSTN switch-off, there’s considerable scope and opportunity. The market’s going to continue to grow. The unknown factor is in wondering who will be here, because you’re seeing considerable consolidation among companies and organisations.” Chris also expects demand to increase. “The SaaS space is constantly growing in tandem with AI innovation,” he says. “There is so much you can do in a flexible, easy to navigate channel across both resale and MSP models.” Paul points to research by Sage in 2023 that showed that 68% of UK SMBs are confident about their success in 2024. Additionally 73% of IT resellers believe SMBs prioritise investing in digital agility to drive business growth (29%) enhance competitiveness (24%), and increase efficiency (23%). “These positive indicators suggest that the SaaS market is not just poised for growth but is at the beginning of a significant expansion journey,” he says. “The potential is significant and we’re only just scratching the surface of what’s to come. The sector is on an upward trajectory, driven by digital transformation, remote work needs, and advancements in AI and machine learning, with a massive potential to revolutionise how SMBs thrive and operate in the digital age.”

Security concerns Security is also a key aspect of any SaaS solution. Stephen Green, sales director in EMEA at Netwrix, says that as technology aggregators, resellers are ideally positioned to capitalise on this trend for increasing demand for SaaS solutions. “According to a recent Netwrix report, 79% of organisations suffered a cyberattack within the last 12 months, compared to 68% in 2023,” he notes. “This increasing frequency of cyberattacks has made cybersecurity a top priority for businesses of all sizes, including SMBs. Most SaaS solutions can be deployed quickly and are simple to scale up or down, allowing SMBs to address security threats promptly with lower upfront costs and predictable monthly payments. Many SaaS cybersecurity solutions require minimal IT expertise to implement and manage. Most SaaS providers also offer technical support and updates, freeing SMBs from the burden of managing complex security infrastructure and allowing them to focus on growing their business. “However, this growth in demand for SaaS- based solutions doesn’t mean a decrease in on-premises security solutions. While SaaS provides a suitable solution for some SMBs due to its ease of implementation and use, other organisations prefer to opt for broader functionality, customisation and integrations with other products usually provided by on- premises solutions. “As the cybersecurity landscape for SMBs is rapidly evolving, several requirements for SaaS security solutions are emerging. Beyond protection, SMBs are now seeking solutions that can detect and respond to threats proactively. This includes features like advanced threat protection, incident response capabilities and security information and event management platform integration. As regulatory landscapes become more complex, SMBs need solutions that help them meet compliance standards efficiently. This includes

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Most SaaS providers also offer technical support and updates, freeing SMBs from the burden of managing complex security infrastructure and allowing them to focus on growing their business.

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