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Software in Brazil Final Customers Identification

Customers Categorization

Based on the provided value chain analysis of the software industry in Brazil, the final customers can be categorized into two main segments: Business-to-Business (B2B) and Business-to-Consumer (B2C). While the scope mentions both enterprise and consumer software, the detailed analysis heavily emphasizes the B2B segment, providing extensive information about the types, characteristics, and needs of business clients.

B2B Customers: This segment comprises organizations that purchase and utilize software solutions to support their operations, manage data, automate processes, and enhance productivity. This includes a wide spectrum of businesses, from large enterprises to Small and Medium Businesses (SMBs), as well as governmental entities. The software acquired by B2B customers often falls into categories such as Enterprise Resource Planning (ERP), Customer Relationship Management (CRM), Cybersecurity, Data Management and Analytics, vertical-specific software (e.g., for healthcare, agro, finance, retail, manufacturing, education), and cloud infrastructure and platforms (IaaS, PaaS). These customers engage with software vendors, system integrators, value-added resellers (VARs), and cloud service providers throughout the value chain, from distribution and implementation to support and maintenance.

B2C Customers: This segment consists of individual users or consumers who purchase and use software for personal purposes. Examples could include mobile applications, productivity software, entertainment software, and personal cybersecurity solutions. Although mentioned in the scope as part of the industry, the provided text does not offer detailed specific information on the characteristics, demographics, or specific software consumption patterns of Brazilian B2C customers within the context of this value chain analysis. The focus of the report is predominantly on the enterprise software market.

Detailed Profiles of Customer Characteristics and Demographics

The provided text offers significant detail regarding the characteristics and demographics of the B2B customer segment in Brazil:

  • Size and Scale: B2B customers range from large enterprises requiring complex integrated systems like ERP to smaller businesses (SMBs) that are increasingly adopting cloud-based solutions like SaaS. The market includes a "long-tail of 17,000+ registered CNPJ software entities" which likely represent a significant portion of the SMB customer base, though the text focuses more on the larger players in terms of market concentration.
  • Industry Verticals: The software market serves a diverse array of industries. Explicitly mentioned verticals with specific software needs include healthcare, agro (agribusiness), fintech, finance, public sector, manufacturing, education, and retail. The needs within these sectors can be highly specialized, driving demand for vertical software solutions.
  • Technological Maturity and Infrastructure: Brazilian B2B customers exhibit varying levels of technological maturity. A significant portion still relies on legacy systems (e.g., cobol/AS-400) in sectors like finance and the public sector, necessitating complex integration during implementation. Concurrently, there is rapid adoption of cloud technologies, with 64% of enterprises retaining critical workloads on-premise while adopting cloud modules (hybrid environments). Uneven broadband quality outside major cities impacts cloud adoption for regional SMBs.
  • Key Software Needs and Trends: B2B customers are driving demand in several key software segments. ERP remains a significant area of spend, dominated by players like TOTVS and SAP, accounting for around 40% of enterprise software spend. SaaS adoption is accelerating, projected to capture 30% of 2025 IT budgets due to its lower upfront costs and flexibility. Cybersecurity is a critical and growing need, driven by regulatory compliance (LGPD) and rising cyber threats, leading to increased investment in cybersecurity solutions and managed security services. Data management and analytics, including AI-enhanced solutions, are also important for businesses seeking to leverage data for decision-making.
  • Geographic Distribution: While cloud services enable nationwide reach, infrastructure gaps outside Tier-1 cities can affect the adoption and performance of cloud-based software for customers in those areas. Major cloud regions are located in São Paulo and Rio de Janeiro, serving customers across the country.
  • Procurement Behavior: Procurement processes, particularly in the public sector, can be complex and lengthy, impacting sales cycles for vendors targeting these customers. Data-residency requirements are a factor for customers in sensitive verticals like health and government, influencing deployment choices.

For the B2C customer segment, the provided text does not offer a detailed profile of their characteristics or demographics. We can infer that they are individuals who use software in their daily lives, but the specific types of software consumed, their age groups, locations, digital literacy levels, or spending habits are not described in this value chain analysis report.

References:

  • ABES – Associação Brasileira das Empresas de Software. “Dados do Setor 2024.” https://www.abes.org.br/dados-do-setor
  • Brasscom. “Empregos e Salários de TIC 2024.” https://www.brasscom.org.br/empregos2024
  • IDC Latin America. “Brazil IT Market Outlook 2025.” https://www.idc.com/getdoc.jsp?containerId=prLA50276424
  • TELETIME. “Investimento em TIC no Brasil alcança US$ 90 bi em 2024, alta de 14%.” https://teletime.com.br/31/01/2024/investimento-em-tic-no-brasil/
  • IT Forum. “IDC prevê 13% de crescimento para o mercado de TI brasileiro em 2025.” https://itforum.com.br/noticias/idc-preve-13-de-crescimento-para-o-mercado-de-ti-brasileiro/
  • TecnoSpeed Blog. “Panorama da Software House 2025.” https://blog.tecnospeed.com.br/panorama-software-house-2025
  • Valor Econômico. “TOTVS amplia liderança no ERP latino-americano.” https://valor.globo.com/empresas/noticia/2024/11/05/totvs-resultados.ghtml
  • Computer Weekly Brazil. “Tendências ‘as a Service’ para 2025.” https://www.computerweekly.com/pt/opinion/tendencias-as-a-service-2025
  • Agência Brasil. “Indústria de Software cresceu 6,5% em 2021.” https://agenciabrasil.ebc.com.br/economia/noticia/2023-03/industria-de-software
  • BDMG. “Brasil e Argentina nas Cadeias Globais de Software.” https://www.bdmg.mg.gov.br/pesquisas/cadeia-software
  • Questum. “Cenário de M&A para empresas SaaS em 2025.” https://questum.com.br/relatorios/ma-saas-2025
  • Leadster. “8 Estatísticas do Mercado Brasileiro de Software.” https://leadster.com.br/blog/estatisticas-mercado-software
  • Fenati. “Novas tecnologias podem gerar 800 mil empregos até 2025.” https://fenati.org.br/mercado-ti-empregos-2025
  • AWS Brazil. “Customer References 2024.” https://aws.amazon.com/pt/solutions/case-studies/brazil/
  • SAP Labs Latin America. “SAP Labs: 15 anos de inovação no Brasil.” https://news.sap.com/brazil/2023/09/sap-labs-15-anos