Inside the Channel

MX Logic study shows optimism for 2010

Managed email and web security solution provider MX Logic conducted a survey in March, and the results show a surprising level of optimism in the reseller channel.

Reports are everywhere that spending is slowing down, deal size is shrinking and new deals are slow to start. Outside of the IT industry, here in the industrial midwest, it's even more depressing. Hey--I live where they make Hummers and recreational vehicles. Talk about a dead zone!

But as long as you're not selling IT services to the auto industry, you may not be that bad off. According to the survey, 56 percent of resellers surveyed saw sales decline in the past few months--not good by any measure. But, he future looks a little brighter. Eighty-seven percent said they expect their year-over-year sales overall to stay the same or increase in 2009. And even better, 90 percent of the resellers were expecting the economy to pick up by 2010.

The survey also showed a shift towards managed services and SaaS, which seems to be the big trend throughout the industry. Forty-four percent said managed services represented the most profitable part of their businesses. Accordingly, 48 percent said they lead with managed services offerings on new sales calls.

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