Gartner Research

Market Trends: Midmarket Opportunities for IT Services Providers in North America in 2013

Published: 07 October 2013

ID: G00248617

Analyst(s): Dean Blackmore , Warren Bell


As the world's largest midmarket region, North America offers significant opportunities to service providers that understand the market. Reaching this level of understanding can be achieved only by listening carefully to buyers' wants and needs.

Table Of Contents


Market Trend

  • The North American Midmarket Is Growing Steadily
  • Market Structure Trend
    • Midmarket Has Been Underpenetrated and Underappreciated by IT Services Providers
    • VARs Play a Critical Role in the Midmarket
  • Buyer Trends
    • Buyers Demand Solutions That Require Minimal Integration
    • Buyers Seek Providers That Understand Their Business
    • Buyers Prefer Providers Offering Industry-Specific Solutions
    • Buyers Choose Providers That Value Relationships
  • Technology Trend
    • Cloud-Based Services Open the Door for IT Services Providers to the Midmarket

Contrarian View

  • Public, Large-Scale Failures Could Allow VARs to Strike Back

Vendors to Watch

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