Driving growth in the face of increased competition and tighter margins is a challenge for businesses that need to cost-effectively acquire new customers while retaining existing ones. And while mid-market firms widely accept that technology is critical to achieving this goal, the key is figuring out how to best use it to drive competitive value through customer relationships. This guide discusses the technologies best able to support midmarket organizations in efficient pursuit, development, and retention of new and existing customers.

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In nearly all midmarket businesses, staff costs are the single biggest expense – meaning that productivity gains have a substantial and lasting impact on the bottom line. Which technologies deliver the fastest, clearest productivity benefits to midmarket businesses?

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As decision makers and architects grapple with these issues, they face demands on a number of fronts. The complexity of infrastructure planning continues to rise, along with the complexity of managing and maintaining resources once they are in place. At the same time, they must streamline the value they get from existing capital budgets and data center space, power, and cooling to accommodate demands for growing infrastructure. The complexity of storing, moving, and managing data also becomes more complex in cadence with its volume and diversity.

This document suggests a few initiatives as a starting point for IT decision makers as they consider how to meet these demands and position themselves and their environments for current and future strategic success.

In a digital business, processes are rarely, if ever, confined to the infrastructure of the company. Customers and employees engage across numerous digital channels and dozens of third-party relationships critical to operations. IT leaders must rapidly evolve to protect their firms’ brands, strengthen their reputations, and build customer trust. To do so, security and productivity should go hand-in-hand, and that means a well-defined policy framework, metrics that demonstrate business value, and a business-aligned strategy that ties all this together.

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Security leaders have been in front of boards and executive committees long enough to know that security metrics that simply portray statistics from monitoring tools, or count the number of malware attacks, add relatively little value to strategy and budget decisions. Protecting sensitive customer and company data shouldn’t be just a compliance obligation, it should be a business imperative. This is exactly why the right technology partners will help push security, risk, and compliance objectives forward.

In March 2019, Dell commissioned Forrester Consulting to evaluate the evolving security trends and technology needed to protect and enable employees. Our study found that empowering employees while adhering to security protocols improves employee productivity. Forrester conducted an online survey of 887 senior business and IT decision makers to explore this topic.

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