Sage research validates SaaS

A new Sage survey validates both the SaaS model along with new business models for communication and the development of trusted relationships. Guess what? I like this research. Selective key points (my emphasis added):

 
1. 55 per cent of businesses felt that the working   relationship with their accountant could be improved. While the differences   over money stand out (fees an issue), there were also differences of opinion   over the use of technology, communications and the most important criteria for   a business when choosing an accountant.
 
2. The biggest likely change to the use   of technology was revealed by the fact that 36 per cent of businesses and 37   per cent of accountants would use a hosted service if it   meant that data could be shared more effectively between the two.
 
3. Businesses feel that the biggest improvements   to the relationship can be made through more frequent   communication. 40 per cent of businesses and start-ups want more   contact whether it be via telephone, email or face-to-face. Accountants have   similar issues when it comes to communication. Third on the list of   accountants’ frustrations with clients is being hard to   contact (33 per cent).
 
4. The survey also reveals a potentially   dangerous disconnect between accountants and businesses when it comes   to the criteria a business uses to select an accountant. While accountants   believe that clients value quality of service above all else, this does not   even make it into the top three criteria for prospective clients.   Businesses place most importance on an accountants’ ability to   understand their business.

I've no idea how much Sage shelled for this research but my readers could have told them all of this and more for free. Nevertheless, I've got to give credit where it's due and we now have some numbers against which to validate some of the things I've been saying over the last few months.

 

It will be interesting then to see how practices respond to the challenges. One thing is clear: the values of  trust, relationship and communications will figure ever more highly on the list of how practitioners are measured. It's not difficult but requires care.

 

Technorati Tags : practice_development, business_communications, SaaS

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