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1Scan for outdated or missing drivers - takes under a minute2Repair Windows errors before they cause bigger problems3Fix the driver behind crashes, sound loss and screen glitchesSage research reported by Microscope in June 2024 suggests that IT resellers were taking on more strategic-advice work, while small and medium-sized businesses (SMEs) wanted support with digital services and AI. The findings point to a growing advisory role for the channel, but the published account gives no survey sample size, field dates or full geographic scope.
What did Sage’s research find?
In a 28 June 2024 report, Microscope summarized Sage research on the relationship between IT resellers and SME customers. More than half of the resellers Sage surveyed said their role in providing strategic advice had increased over the previous year. More than half also said they prioritized the latest technologies to help increase agility. The article gives these proportions as “more than half,” not exact percentages.
The reported advice went beyond recommending products. Resellers described expanding services to optimize business processes, checking whether technology plans aligned with business goals, and sharing insight into industry trends. Microscope said Sage’s findings indicated that SMEs wanted help adopting digital services and AI.
Why might SMEs want more guidance?
Sippora Veen, Sage’s vice-president of global partner marketing, pointed to customer concerns about security, proactive support and compliance, alongside limited in-house skills. In that context, businesses may need a partner who can help them assess how technology affects their operations—not just supply it.
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“We believe you’re going to have to start looking at a much more advisory approach to your customers, because you’re now able to offer technologies that are allowing them to change the way that they do business,” Veen told Microscope. She added: “All of that suggests that partners are going to have to step up.”
What does “trusted adviser” mean in practice?
The report frames the opportunity as strategic advice and hands-on help with technology, rather than establishing that SMEs themselves commonly use the phrase “trusted adviser.” The work described includes:
- Connecting technology to business goals: reviewing whether proposed systems and services support the outcomes a business is pursuing.
- Improving processes: identifying where services or technology could make routine operations more effective.
- Helping assess change: explaining relevant industry trends and the implications of adopting digital services or AI.
- Addressing operational concerns: factoring security, compliance and the customer’s available in-house expertise into advice and support.
These examples describe the kinds of work reported by resellers; the article does not show how often each activity occurred or whether it improved SME results.
How much can the findings tell us?
The account is a report of Sage’s research, not a published full survey report. Microscope does not provide the survey’s sample size, field dates, methodology or complete geographic scope. The figures therefore describe the surveyed resellers as reported in that article; they should not be treated as a precise measure of all resellers or SMEs, or as proof of what businesses want today.
The findings are best read as a dated indication of direction: surveyed resellers reported more strategic-advice work, and many said they prioritized newer technology for agility. The article offers no independent validation of Sage’s underlying survey.
Independent reader supportYour contribution helps us test, update, and keep practical guides available for everyone.What support does Sage describe for its partners?
Sage’s partner program page says business partners can sell or refer Sage solutions and provide value-added services. It describes service-delivery partners as able to train, consult or offer managed services, and says partners can pursue certification in the Sage products they support. The page also describes learning paths and partner resources.
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Those are Sage’s descriptions of its own program, not independent evidence that participating partners will achieve particular business results. Training, certification, consulting and managed services can support advisory work, but the page alone does not establish how effective a partner will be for a particular SME.
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