The only constant in the IT industry is change. For the past few years, the constant has been on a trajectory up and to the right as indicated by Deloitte’s 2024 Technology Industry Outlook, a survey conducted with tech executives:
“Predictions for growth in global IT spending in 2024 cover a range from 5.7% to 8%.”
From blockchain technology to endless daily news of the latest AI, IT companies are evolving at a rapid rate to keep up with all the change.
And when it comes to prospecting for IT companies, narrowing down your search can be like looking for a needle in a haystack. The IT industry is booming, with over 580,000+ IT companies in the US alone.
That’s why it’s important to have a basic understanding of the different types of IT companies, services, and roles within the industry to find the right contacts for your prospecting needs. Use this article to help you learn the nuances of IT companies and what you can expect to find.
We’ll cover:
- What do IT companies actually do?
- Difference between IT companies and software companies
- Types of IT companies
- IT industry trends in 2024
- Tips on how to find IT companies
📕 Ready to dive into IT sales prospecting? Explore our comprehensive directory of the top IT companies in the U.S., with all the contact information you need to start building your prospecting lists.
What do IT companies do?
In today's digitally-driven world, IT companies play a crucial role in shaping the landscape of businesses, education, and entertainment. But what exactly do IT companies do?
IT stands for information technology, which is the “use of computers, storage, networking and other physical devices, infrastructure and processes to create, process, store, secure and exchange all forms of electronic data”, according to TechTarget.
IT is basically the use of computers and technology to do all sorts of things with electronic data.
Data is the core backbone of all IT companies, which is why IT is usually used in the context of business operations.
IT companies focus on the development, implementation, and maintenance of technology-driven solutions to assist organizations in achieving their goals more efficiently. From paving the way the rest of the world uses technology, IT companies are shaping other large businesses’ use of data and technology.
They offer a wide range of services, including software development, cybersecurity, data analysis, IT consulting, and more.
Types of IT services
The IT industry spans a wide range of services and functions in the tech world. Each function serves a different but crucial purpose in the grand scheme of businesses’ success.
Here are a few key IT services you should know while prospecting for contacts at IT companies.
Software Development
One of the primary services provided by IT companies is software development. You’ll most likely hear “software development” and “IT” used interchangeably, but there’s more to IT than just software development.
Software development is a subset of software engineering. Software developers at IT companies design specific computer applications or software for businesses, and software engineers work at a larger scale to design, develop, and test entire computer systems for an organization.
A good example of software development companies in the IT industry is Microsoft, which has developed software solutions like Windows and Office Suite that are integral to business operations worldwide.
Cybersecurity
Nowadays, data is power–and with that power comes a lot of risk and responsibility.
Businesses want to make sure they’re keeping their large databases and computer software protected from threats like hacking, data breaches, or other cyber attacks.
If you’ve seen the Netflix movie “Leave the World Behind”, you might be familiar with the idea of how serious and life-threatening cyber attacks can easily spread and infiltrate our society. One cyberattack on the government singlehandedly turns the entire country into an apocalyptic mess.
Everyday organizations and businesses probably (hopefully) won’t encounter a “Leave the World Behind” type of situation, but the movie does a great job depicting how important cybersecurity and data protection is in today’s society.
IT companies that specialize in cybersecurity protect against all types of data breaches, both big and small, from everyday phishing or hacking attempts to large-scale organization-wide data threats.
One example of a firm that does cybersecurity is Palo Alto Networks. which works with various businesses to fortify their cybersecurity measures, ensuring data integrity and compliance with regulatory standards.
Data analysis
Data analysis is another vital service offered by IT companies. They help businesses make sense of vast amounts of data to inform strategic decisions.
Google is a prime example, using the latest algorithms and data analysis to offer personalized search results and targeted advertising solutions. However, Google isn’t the only IT company that does data analysis. You can find companies that analyze online web traffic like Ahrefs, or companies that analyze consumer data like Meta.
IT Consulting
IT consulting services are designed to help other businesses identify their technological needs and implement effective solutions. It’s like consulting a doctor with your current health profile or situation and asking them for a diagnosis and recommended treatment–but for companies.
All businesses and organizations need help with IT in the continuously evolving landscape of the industry, so IT consulting companies come in and identify what they need to improve their IT measures, and then help them put those solutions into place.
To name a couple of examples, consulting firms like Accenture or KPMG help other large organizations stay competitive with their IT consulting solutions.
Difference between IT companies and software companies
IT, software, tech…All the different titles in the tech world seem like they blend together.
You might wonder if there is an actual difference between IT companies and software companies: do they do the same things? Can you use them interchangeably?
The simple answer is that IT companies are slightly different from software companies. IT companies usually help other organizations build, maintain, and develop overall IT infrastructure within the organization. Software companies work on building or developing specific software for other companies.
You can call IT companies a software company because they might offer software services, but they also offer more broader services and have a wider scope of IT work.
What roles are there in the IT industry?
From IT managers and consultants to analysts, it’s important to know which roles you’re looking to target at IT companies.
The structure of IT companies may be more complex and niche compared to other industries, but here are a few roles you should get familiar with if you’re looking to prospect in this industry:
Software Developer/Engineer
- Develops and maintains software applications.
- Specializations include front-end, back-end, full-stack, mobile, and game development.
System Administrator
- Manages and maintains IT infrastructure, including servers, networks, and systems.
- Ensures the availability, performance, and security of systems.
Network Engineer
- Designs, implements, and manages network infrastructure.
- Focuses on network performance, security, and connectivity.
Database Administrator (DBA)
- Manages and maintains databases.
- Ensures data integrity, performance, and security.
Cybersecurity Analyst
- Protects an organization’s systems and data from cyber threats.
- Monitors networks for security breaches and responds to incidents.
IT Support Specialist/Help Desk Technician
- Provides technical support to end-users.
- Troubleshoots hardware and software issues.
DevOps Engineer
- Works between development and operations teams.
- Focuses on automation, continuous integration, and continuous delivery.
Cloud Engineer
- Designs, implements, and manages cloud infrastructure and services.
- Works with platforms like AWS, Azure, and Google Cloud.
Data Scientist
- Analyzes and interprets complex data to help organizations make informed decisions.
- Uses statistical and machine learning techniques.
IT Project Manager
- Manages IT projects from initiation to completion.
- Ensures projects are delivered on time, within scope, and within budget.
Business Analyst
- Analyzes business processes and requirements.
- Liaises between business stakeholders and IT teams.
IT Consultant
- Provides expert advice to organizations on IT strategy and solutions.
- Often works on a project basis.
Quality Assurance (QA) Tester/Engineer
- Tests software to ensure it meets quality standards.
- Identifies and reports bugs and issues.
UX/UI Designer
- Designs user interfaces and user experiences for software applications.
- Focuses on usability and aesthetics.
Enterprise Architect
- Develops and oversees the implementation of enterprise-wide IT strategies.
- Aligns IT infrastructure with business goals.
…And the list goes on.
Finding the right contacts at IT companies means knowing the different types of roles, what each role is responsible for, and where their role lies within the wider organizational infrastructure.
Use this list of roles at IT companies to help you narrow down your prospecting search when using prospecting tools like Seamless.AI. You can filter your search by role title or type in keywords like “IT consultant” or “Quality assurance” to find people in real-time with those current job titles.
IT companies key trends in 2024
If you want to keep a pulse on your prospects at IT companies, you need to know how larger trends in the industry impacts your prospects’ likelihood to spend money, expand into high growth areas, and explore new opportunities that you can offer.
Here are a few key industry trends you should know in 2024:
Key trend #1: Enterprise spending on software and IT is on the rise.
Global tech spending in 2023 looked a bit bleak with the wave of mass layoffs, high interest rates, and a slow economy. But tech leaders are expecting more IT companies to ramp up enterprise spending in 2024 as cloud, AI, and cybersecurity become more prominent (Deloitte).
What this means for others: Keep a pulse on organizations that are showing intent signals of enterprise spending on AI, cybersecurity, and cloud services.
Key trend #2: Generative AI will be an integral part of IT companies.
AI isn’t going anywhere. It almost feels like there’s a new AI development or release coming out every week, and IT companies are ramping up to embrace this new technology.
What this means for others: Consider how your organization and team are competitively upskilling in high growth areas like generative AI, or even shaping your offerings to meet this demand.
Key trend #3: Blockchain infrastructure beyond cryptocurrency.
Blockchain has been notoriously known as the backbone of the crypto world, but we’re seeing more organizations in other industries making use of it, including global supply chains, energy trading and grid management, financial services and more.
What this means for others: Expand your search for prospects in niche markets that can also benefit from blockchain infrastructure or services.
How to find IT companies
The issue with finding IT companies isn’t about how many you can find, it’s about being able to find the right IT companies in a highly saturated market.
With Seamless.AI’s live search engine, you can find over 650,000 IT companies, ranging from enterprise level organizations to newer, smaller, and more niche IT companies.
Narrowing down your search in this industry might be difficult given the sheer volume of players in the market, but it’s an industry ripe of growth and opportunities.
Looking for your dream customers in the IT industry? Here are some platforms and tools other than LinkedIn to help you narrow down your search for IT companies.
- Seamless.AI live search engine prospecting tool
- LinkedIn Navigator
- G2
- Capterra
- GetApp
- SaaS Genius
- Discover Cloud
- Wellfound (formerly AngelList)
- Crunchbase
- BetaList
- ProductHunt
- TeamBlind
- Quora communities
- Reddit groups like r/IT, r/tech, r/cybersecurity
The process of finding IT companies or prospecting for contacts in the IT Industry is no different than prospecting in other industries. You should define your ICP, segment your prospects, identify where to find your target market, and do outreach.
The one thing to keep in mind while prospecting in the IT Industry is that most of your prospects are probably getting a higher volume of outreach emails and phone calls with the industry being so saturated. Your outreach to a customer at an IT company might just be another everyday thing for them.
When prospecting in the IT industry, you need to make your outreach stand out from the rest. Make it irresistible for them to not respond to your outreach, or at least know exactly how to differentiate your offerings from your competitors.
Want to know more about the IT industry? Learn all about SaaS Sales: Everything You Need to Know in 2024.