You are here

Back to top

Urgent channel changes needed for managed services

Research from Saugatuck and IT Europa has highlighted some fundamental shifts in the way information technology is being bought and consumed that has significant implications on the role of channels in providing products and services over the coming years. The Managed Services & Hosting Summit 2015 will examine the changing face of managed services as the sector responds to such fast-evolving customer needs. It is clear that the nature of selling and salesmanship, particularly by the traditional channel, is changing and needs to change. As researcher Saugatuck Technology said just in May 2015: “while the traditional IT organisation profile (supporting on premise) is the most common today, by 2019 it shrinks from 41% to only 12%.”

Featured Gartner analyst Mark Paine will be delivering the morning keynote presentation at the Managed Services and Hosting Summit 2015 on trends in buying behaviours for purchasing products and services from Gartner’s Tech Go-to Market: The B2B Customer Buying Cycle for Technology Products and Services report (1).

At the Managed Services and Hosting Summit on 17 September 2015 in London, featured Gartner analyst Mark Paine will explain the results and implications of this buying shift and give guidance on how to approach the problem in terms of what to sell, who to sell it to and how.

Other content at the event includes sessions looking into Service Management and Support services which has been among the fastest growing segments of the managed services market as what the channel is providing has changed enormously in the face of customer demand. Access security and backup and retrieval is another critical area where the boom in enterprise mobile access has put organisations’ intellectual property at risk. We will review the reality of this market segment and address the different architectural models that companies deploy and what solutions fit particular businesses and vertical sectors.

At the heart of a successful managed services deployment must lay improvement in the customer experience, so sessions will look at the key to creating value, gaining competitive advantage and customer relationships with a view to expanding the range of offerings.

The Managed Services and Hosting Summit 2015, which is organised by IT Europa and Angel Business Communications, will take place at 155 Bishopsgate, London, on 17 September 2015. MSPs, resellers and integrators wishing to attend the convention and vendors, distributors or service providers interested in sponsorship opportunities can find further information at:


1 Gartner, Tech Go-to-Market: The B2B Customer Buying Cycle for Technology Products and Services, June 2013, refreshed November 2014


For further information contact:


Alan Norman

Tel: +44 (0) 1895 454 604



Jason Holloway

Tel: +44 (0) 1923 690 200