According to the Autotask survey, 44 percent of the IT service providers say that more than half of their business comes from the small business segment. In addition, 48 percent say midmarket will represent their biggest growth area in 2013. The small to medium-sized business segment typically has a high level of need and a limited amount of resources, thereby making them a very strong market for managed service providers.
"The key to success in SMB is about being solutions-based," said Chris Vincent, president of Global Data Systems, Lafayette, La. "They'll want a platform that allows collaboration of compute power and access to applications and resilient redundancy architectures that you would typically find in larger organizations. And they will want to buy it through a subscription."