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By Gennifer Biggs, security, storage, and managed services editor

One question that often swirls around managed services is the interest level of SMB customers have in partnering with MSPs. A recent survey by CompTIA reveals that SMBs seem ready to embrace managed services, plus even more sophisticated technology offerings such as Software as a Service (SaaS).

The survey of more than 400 SMBs found that about 30% of them plan to implement SaaS solutions in 2010 to lower costs and maintain a competitive edge. That's up from 22% and 14% respectively in the two prior years. In addition, according to the CompTIA survey, 30% SMBs say they intend to implement managed services solutions in 2010.

Across the board, the survey found SMBs ready to leverage the cost savings and increased productivity associated with online tools ranging from SaaS to e-commerce, a shift in the attitude of those smaller businesses. That is good news for MSPs that can offer guidance and service to those SMB customers. Also good news are the survey results that show SMBs are looking to make better use of existing technologies. CompTIA says SMBs, faced with lean IT budgets, are looking for help with their IT infrastructure. "There is opportunity for IT providers who can offer SMBs new IT solutions that represent low perceived risk or replacement solutions that positively impact productivity and efficiency," says Tim Herbert, VP of research for CompTIA. "There‘s also an opportunity to provide ongoing maintenance services to help SMBs better manage their IT systems under current business conditions."

The CompTIA study also identified key core values that SMBs look for in their technology providers: 86% demand partners that truly understand their business needs; and 83% want partners able to provider scalable solutions. If you are interested in learning more about these potential customers, CompTIA's Third Annual SMB IT Spending Trends study is available at no cost to CompTIA member companies. It can be accessed at www.comptia.org/research.aspx or by contacting research@comptia.org.