MTD IT Fatigue or FOMO? What Vendors Should Be Doing Right Now
It was sunny in Manchester for a change, which felt like a good sign for one of my favourite events in the accounting calendar, Accountex Summit North.
The atmosphere was upbeat, but underneath it all there was a sense of something else: a split between MTD IT fatigue and FOMO. Some vendors seemed worn down by the slow progress of the summer, while others were quietly nervous that time is running out and they might be missing their moment.
Personally, I have always preferred the Manchester event to the London one. It feels more human in scale, easier to get around, and much better suited to real conversations. There is a grounded energy to it, and full credit to the organisers for another excellent event.
The missing momentum around MTD IT
I started early, getting into the first sessions around quarter to eight. Like many others, I was eager to hear real updates and see tangible progress around Making Tax Digital for Income Tax (MTD IT), especially given that, as our friends at Sage reminded us, there was now fewer than 150 working days until MTD IT begins.
Sadly, that was where the day’s biggest disappointment came.
I expected to see substantial demonstrations from the big software providers and perhaps some of the smaller, more agile ones too, showing what their MTD-ready solutions can do. Instead, that clarity was still largely missing.
There were some bright spots. FreeAgent showed some genuinely promising developments, and Sage had elements that looked strong and well considered. But overall, the ecosystem still seems to be struggling to articulate a clear, end-to-end vision for accountants and bookkeepers.
Fatigue, FOMO, and the accountants’ mindset
Fatigue, FOMO, and the accountants’ mindset
Speaking to vendors throughout the day, a common theme emerged. Many had found the summer period challenging. Engagement was slow and conversations were sporadic. Yet there is a shared expectation of a big rush when firms finally make their MTD purchasing decisions.
This is where the FOMO kicks in. Vendors know the rush is coming, but few seem ready to capture it.
At the same time, fatigue has set in. The constant speculation, previously shifting timelines, and technical uncertainty have made it harder to sustain momentum and confidence. But the need for clarity has never been greater.
Two characteristics of accountants really stood out today:
An obsession with detail. They want to know exactly what is coming, how it works, and what is required.
A need to see the full process. Accountants are not satisfied with half a demo or an isolated feature. They want to see a full workflow that mirrors how their clients actually operate.
Both of those needs were hard to satisfy at this event, and that is a problem.
What vendors should be doing right now
If vendors want to convert attention into adoption, they need to focus on clarity and completeness. Do not just tell accountants what is coming. Show them. Give them something tangible, even if it is still in prototype form. Walk them through the full process from client data to submission.
Clarity builds trust. Demonstration builds confidence. And confidence drives sales.
Now is the time to double down on communication, sharpen the story, and show visible progress. The firms that do this well over the next few months will be the ones accountants remember when the MTD IT switch finally flips.
The takeaway
Accountex North remains one of the best places to take the pulse of the profession. But this year, that pulse revealed both excitement and unease.
MTD IT is approaching quickly, and while there is energy in the room, there is still a long way to go before vendors and firms are fully aligned on what success looks like.
At Principle Point, we will continue to track how these conversations develop and help firms and vendors translate uncertainty into opportunity. Through our consulting and training, we aim to bring clarity to complex change, ensuring that when MTD arrives, firms are not just compliant but confident.
Get in touch to find out more about how Principle Point’s training and consulting can help you to sell and communicate with accountancy and bookkeeping firms.