AMI Research: U.S. SMBs Show Strong Preference for Cloud “Bundling”

New York (PRESS RELEASE – May 15, 2011) – U.S. small and medium business (SMB) technology buyers are increasingly allocating a larger proportion of their spending to cloud-based services. According to recent AMI-Partners research, that proportion was 10% in 2010, but is forecasted to rise to more than 15% in 2015. As this migration into the cloud accelerates, SMB buyers are showing a strong inclination to purchase bundled cloud offerings as opposed to a stand-alone application.

“A significant segment of U.S. SMBs prefer to deploy multiple cloud services in order to achieve flexibility, ease of IT management, and lower CAPEX,” says Donald Best of AMI. “This is also driving an evolution in the channel ecosystem, as communications service providers and hosts increasingly offer bundles including productivity suites and other cloud-based applications.”

For example, AMI research shows that 38% of U.S. SMBs have indicated a strong preference for obtaining software as a service (SaaS) as part of a package/bundle, versus only 11% who are interested in a single service. One third of U.S. SMBs are interested in bundling multiple hosted infrastructure and remotely managed services offerings, versus 9% of firms who only want a single service.

AMI’s soon to be published 2011 U.S. SMB Cloud Playbook – Strategic and Tactical GTM Guide details preferences for SaaS and hosted infrastructure bundling, as well as hosted unified communications and productivity/collaboration suite bundles. “Besides showing market size and growth, this research details numerous cloud services bundles and price points, with data showing the attributes driving optimal bundles, as well as revenue uplift,” says Best. “This research also details preferred purchase channel preferences for cloud bundles.”

About the Studies

AMI’s Worldwide Cloud Services Practice includes two studies, each available for 23 countries: SMB Cloud Overview, and SMB Cloud Playbook – Strategic and Tactical GTM Guide. These studies include SMB preference for Cloud-based application bundles, price sensitivity and purchase channel preferences, as well as comprehensive coverage of SMB adoption of Cloud-based applications, managed services, and supporting infrastructure, including platforms and devices. These studies will provide a roadmap for successful Cloud go-to-market strategies and tactics. The reports provide an overview of the growing impact of cloud services on the SMB market from the following perspectives:

  • Cloud mindset and economic influence
  • Cloud enabling platforms, infrastructure and devices
  • SaaS, unified communications (UC) and remotely managed IT services (RMITS)
  • Current and planned adoption and deployment of cloud solutions
  • Cloud usage behavior, decision making and purchase channels

For more information about this research or AMI’s strategic cloud services consulting services, please call 212-944-5100, e-mail, or visit

About Access Markets International (AMI) Partners, Inc.

AMI-Partners specializes in IT, Internet, telecommunications and business services strategy, venture capital, and actionable market intelligence — with a strong focus on global small and medium businesses (SMBs), and extending into large enterprises and home-based businesses. The AMI-Partners mission is to empower clients for success with the highest quality data, business strategy perspectives and “go-to-market” solutions. Led by Andy Bose, the firm has built a world-class management team with deep experience cutting across IT, telecommunications and business services sectors in established and emerging markets.

AMI-Partners has helped shape the go-to-market SMB strategies of more than 150 leading IT, Internet, telecommunications and business services companies. The firm is well known for its IT and Internet adoption-based segmentation of the SMB markets; its annual retainership services based on global SMB tracking surveys in more than 25 countries; and its proprietary database of SMBs and SMB channel partners in the Americas, Europe and Asia-Pacific. The firm invests significantly in collecting survey-based information from several thousand SMBs annually, and is considered the premier source for global SMB trends and analysis.

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