The new IDC study "An Overview of IT Distribution in Western Europe — Country Channel Development Forecasts 2005–2010" provides an overview of IT distribution in Western Europe in 2005 as well as channel revenue growth forecasts for 16 countries and the region as a whole up until 2010. It examines the major forces shaping channel development and partner business models and outlines the business prospects for both direct and indirect sales channels in Western Europe as a whole. These include the channels' share of hardware, packaged software, and service with a detailed breakdown of hardware by product line.
The routes to market studied include four types of vendor direct channel (outbound sales force, mail order and tele-sales, vendor outlets, and vendor internet) and six types of indirect channel (systems integrators, VARs, corporate account/major resellers, PC and office equipment dealers, mass merchandisers and retail, third-party mail order, and internet).
"The extent to which the indirect channels can take advantage of the improving business context will depend on how quickly they can adapt their business models to shifting demand patterns and customer cost/quality expectations," said Brian Pearce, program manager for IDC EMEA's Distribution Channels Expertise Center. "Increasingly, it will depend on their ability to sell, and to sell not just IT products and services but also themselves. It will also mean walking the narrow path between demonstrating loyalty to key suppliers while maintaining necessary liberty of action to develop their business."
Western Europe comprises Austria, Belgium, Denmark, Finland, France, Germany, Greece, Ireland, Italy, the Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, and the United Kingdom; Luxembourg is included with Belgium.
TOC und Abstract der Studie erhalten Sie bei Katja Schmalen, Marketing Director, unter kschmalen@idc.com oder +49 (0)69/90502-115.
The routes to market studied include four types of vendor direct channel (outbound sales force, mail order and tele-sales, vendor outlets, and vendor internet) and six types of indirect channel (systems integrators, VARs, corporate account/major resellers, PC and office equipment dealers, mass merchandisers and retail, third-party mail order, and internet).
"The extent to which the indirect channels can take advantage of the improving business context will depend on how quickly they can adapt their business models to shifting demand patterns and customer cost/quality expectations," said Brian Pearce, program manager for IDC EMEA's Distribution Channels Expertise Center. "Increasingly, it will depend on their ability to sell, and to sell not just IT products and services but also themselves. It will also mean walking the narrow path between demonstrating loyalty to key suppliers while maintaining necessary liberty of action to develop their business."
Western Europe comprises Austria, Belgium, Denmark, Finland, France, Germany, Greece, Ireland, Italy, the Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, and the United Kingdom; Luxembourg is included with Belgium.
TOC und Abstract der Studie erhalten Sie bei Katja Schmalen, Marketing Director, unter kschmalen@idc.com oder +49 (0)69/90502-115.
