Sixty-seven percent of channel partners report an increase in demand for business continuity solutions

March 10, 2015

Carbonite Survey Reveals Top Challenges for Channel Partners and Vendors -- Client Education and Budget Concerns

BOSTON, March 10, 2015(GLOBE NEWSWIRE) Carbonite, Inc. (Nasdaq:CARB), a leading provider of cloud and hybrid business continuity solutions for small and midsize businesses, today announced the latest in business continuity and channel research with its report titled, "Business Continuity: A Growing Opportunity in a Digitalized World." The research, conducted through Spiceworks Voice of IT, identifies trends, challenges and strategies related to business continuity. According to the results, 67 percent of channel partners reported an increase in demand for business continuity solutions, and 77 percent expect the demand to continue growing over the next three years. 87 percent of channel partners agree that business continuity solutions are worth the investment, but they are faced with two key challenges when selling related products: lack of customer education (45 percent) and budget concerns (45 percent).

Businesses see the value in business continuity solutions as 73 percent of respondents said demand comes directly from clients, but a shortage of knowledge on the topic combined with the need for comprehensive, yet affordable, solutions leads to the lack of adoption. To overcome these challenges, channel partners are looking for business continuity providers that go above and beyond. An overwhelming majority of respondents, 92 percent, indicated they want vendors to offer more information and resources about packaging products and services into the comprehensive solutions that clients are asking for.

"There is a clear disconnect between the need for business continuity solutions and SMBs making the decision to purchase them for their organizations," said David Maffei, VP of Global Channel Sales at Carbonite. "This research underscores the opportunity channel partners have to become strategic advisors to their clients by providing education, powerful solutions, and ongoing service and support. As technology vendors, we need to support channel partners and make sure they have the resources and tools they need to educate and empower their clients."

As the business continuity market continues to thrive, channel partners and solution providers must seize this opportunity and work to provide SMBs with comprehensive solutions and the resources required to address their pain points. According to the survey, the most effective tools and resources used to sell business continuity services and solutions are:

  • Information about data loss - 51 percent
  • Information about compliance standards/requirements - 41 percent
  • Information about security breaches/threats - 39 percent
  • Information about productivity loss - 33 percent
  • Information about financial loss - 27 percent

The report is available for download at Spiceworks Voice of IT surveyed channel partners in North America at organizations of 1,000 employees or less.

About Spiceworks Voice of IT

The Spiceworks Voice of IT® market insights program publishes stats, trends and opinions collected from small and medium business technology professionals who are among the more than 5M users of Spiceworks. Survey panelists opt-in to answer questions on technology trends important to them.

About Carbonite

Carbonite (Nasdaq:CARB) is a leading provider of cloud and hybrid business continuity solutions for small and midsized businesses. Together with our partners, we support more than 1.5 million individuals and small businesses around the world who rely on us to ensure their important data is protected, available and useful. To learn more about Carbonite, our partner program, and our award-winning backup, recovery & archiving solutions, visit us at

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         Emily Held, PAN Communications (for Carbonite)


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