Software Resilience for ISVs

Welcome to Our Survey.

Please take a minute to complete all questions as your opinion matters to us.

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IT Europa

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* 1. Please complete the fields below

Company Name

Website

Your Name

Job Title

Direct Telephone

Direct Email

Country Headquarters

Company Staff Number

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* 2. What is your company's annual revenue?

< £25m

£25m -£100m

> £100m

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* 3. What proportion of your sales are to customers in the more regulated industries such as financial services, healthcare, government, retail?

< 25%

25% -75%

> 75%

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* 4. What proportion of your sales is developed in-house (including Software as a Service)?

< 25%

25% -75%

> 75%

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* 5. Is your software offered on-premise, via cloud or hybrid? (Please tick all that apply).

On-premise

Cloud

Hybrid

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* 6. On a scale of 1-5 (1 being not at all important, 5 being very important), What are the top barriers you have to overcome in your sales cycle?

	1	2	3	4	5
Competitor features, function or value	Competitor features, function or value 1	Competitor features, function or value 2	Competitor features, function or value 3	Competitor features, function or value 4	Competitor features, function or value 5
Price	Price 1	Price 2	Price 3	Price 4	Price 5
Age, size or financial standing of company	Age, size or financial standing of company 1	Age, size or financial standing of company 2	Age, size or financial standing of company 3	Age, size or financial standing of company 4	Age, size or financial standing of company 5
Availability risks	Availability risks 1	Availability risks 2	Availability risks 3	Availability risks 4	Availability risks 5
Cyber security risks	Cyber security risks 1	Cyber security risks 2	Cyber security risks 3	Cyber security risks 4	Cyber security risks 5

Other (please specify)

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* 7. How often do your customers ask about software escrow or other third-party warranty in case of you organising failing?

< 25%

25% -75%

> 75%

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* 8. How often do your customers want to discuss business continuity/risk mitigation assurance/software resilience in relation to your software offering?

< 25% (not often)

25% -75% (around half the time)

> 75% (usually)

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* 9. On a scale of 1-5 (1 not at all important, 5 very important), How are your customers reacting to the challenging business environment?

	1	2	3	4	5
Attempting to ignore issues	Attempting to ignore issues 1	Attempting to ignore issues 2	Attempting to ignore issues 3	Attempting to ignore issues 4	Attempting to ignore issues 5
Concerned and increasing risk mitigation spending	Concerned and increasing risk mitigation spending 1	Concerned and increasing risk mitigation spending 2	Concerned and increasing risk mitigation spending 3	Concerned and increasing risk mitigation spending 4	Concerned and increasing risk mitigation spending 5
Requiring more reassurance and advice	Requiring more reassurance and advice 1	Requiring more reassurance and advice 2	Requiring more reassurance and advice 3	Requiring more reassurance and advice 4	Requiring more reassurance and advice 5
Requiring business continuity and risk mitigation	Requiring business continuity and risk mitigation 1	Requiring business continuity and risk mitigation 2	Requiring business continuity and risk mitigation 3	Requiring business continuity and risk mitigation 4	Requiring business continuity and risk mitigation 5
Looking online/to other suppliers for advice	Looking online/to other suppliers for advice 1	Looking online/to other suppliers for advice 2	Looking online/to other suppliers for advice 3	Looking online/to other suppliers for advice 4	Looking online/to other suppliers for advice 5

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* 10. On a scale of 1-5 (1 not at all important, 5 very important), How is your business adapting to more demands for an increasing focus on risk and resiliency?

	1	2	3	4	5
Engaging more in customer discussion around resilience	Engaging more in customer discussion around resilience 1	Engaging more in customer discussion around resilience 2	Engaging more in customer discussion around resilience 3	Engaging more in customer discussion around resilience 4	Engaging more in customer discussion around resilience 5
Developing specialist sales skills in risk and risk analysis	Developing specialist sales skills in risk and risk analysis 1	Developing specialist sales skills in risk and risk analysis 2	Developing specialist sales skills in risk and risk analysis 3	Developing specialist sales skills in risk and risk analysis 4	Developing specialist sales skills in risk and risk analysis 5
Increased internal training on holistic approaches	Increased internal training on holistic approaches 1	Increased internal training on holistic approaches 2	Increased internal training on holistic approaches 3	Increased internal training on holistic approaches 4	Increased internal training on holistic approaches 5
Looking at more resilient solutions	Looking at more resilient solutions 1	Looking at more resilient solutions 2	Looking at more resilient solutions 3	Looking at more resilient solutions 4	Looking at more resilient solutions 5
Trying to standardize the approach	Trying to standardize the approach 1	Trying to standardize the approach 2	Trying to standardize the approach 3	Trying to standardize the approach 4	Trying to standardize the approach 5
Added more products in the last year	Added more products in the last year 1	Added more products in the last year 2	Added more products in the last year 3	Added more products in the last year 4	Added more products in the last year 5
Looked for more advice from vendors and distributors	Looked for more advice from vendors and distributors 1	Looked for more advice from vendors and distributors 2	Looked for more advice from vendors and distributors 3	Looked for more advice from vendors and distributors 4	Looked for more advice from vendors and distributors 5

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* 11. On a scale of 1-5 (1 not at all important, 5 very important), What is limiting your ability to sell more resilient and risk-mitigating solutions, if anything?

	1	2	3	4	5
Availability of such solutions in my application area	Availability of such solutions in my application area 1	Availability of such solutions in my application area 2	Availability of such solutions in my application area 3	Availability of such solutions in my application area 4	Availability of such solutions in my application area 5
Ability to hold high level discussions with customers	Ability to hold high level discussions with customers 1	Ability to hold high level discussions with customers 2	Ability to hold high level discussions with customers 3	Ability to hold high level discussions with customers 4	Ability to hold high level discussions with customers 5
Lack of tools to quantify risk in customer business	Lack of tools to quantify risk in customer business 1	Lack of tools to quantify risk in customer business 2	Lack of tools to quantify risk in customer business 3	Lack of tools to quantify risk in customer business 4	Lack of tools to quantify risk in customer business 5
Finding the right products and services	Finding the right products and services 1	Finding the right products and services 2	Finding the right products and services 3	Finding the right products and services 4	Finding the right products and services 5
Need to increase in-house skills	Need to increase in-house skills 1	Need to increase in-house skills 2	Need to increase in-house skills 3	Need to increase in-house skills 4	Need to increase in-house skills 5
Finding suitable advice and guidance to relay to customers	Finding suitable advice and guidance to relay to customers 1	Finding suitable advice and guidance to relay to customers 2	Finding suitable advice and guidance to relay to customers 3	Finding suitable advice and guidance to relay to customers 4	Finding suitable advice and guidance to relay to customers 5
Integrating with existing customer infrastructure	Integrating with existing customer infrastructure 1	Integrating with existing customer infrastructure 2	Integrating with existing customer infrastructure 3	Integrating with existing customer infrastructure 4	Integrating with existing customer infrastructure 5

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* 12. On a scale of 1-5 (1 not at all important, 5 very important), From your perspective, what do you think are the biggest issues you face in expanding your resiliency services?

	1	2	3	4	5
Change of business model	Change of business model 1	Change of business model 2	Change of business model 3	Change of business model 4	Change of business model 5
Finding appropriate vendor partners	Finding appropriate vendor partners 1	Finding appropriate vendor partners 2	Finding appropriate vendor partners 3	Finding appropriate vendor partners 4	Finding appropriate vendor partners 5
Competition	Competition 1	Competition 2	Competition 3	Competition 4	Competition 5
Impact on cash-flows	Impact on cash-flows 1	Impact on cash-flows 2	Impact on cash-flows 3	Impact on cash-flows 4	Impact on cash-flows 5
Skills/training	Skills/training 1	Skills/training 2	Skills/training 3	Skills/training 4	Skills/training 5
Marketing/differentiation of services	Marketing/differentiation of services 1	Marketing/differentiation of services 2	Marketing/differentiation of services 3	Marketing/differentiation of services 4	Marketing/differentiation of services 5
Building trust levels with customers	Building trust levels with customers 1	Building trust levels with customers 2	Building trust levels with customers 3	Building trust levels with customers 4	Building trust levels with customers 5
Analysing risk in their industry and business	Analysing risk in their industry and business 1	Analysing risk in their industry and business 2	Analysing risk in their industry and business 3	Analysing risk in their industry and business 4	Analysing risk in their industry and business 5

Thank you for taking your time to complete the survey.

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