Channels And Partners

This report looks at how the money flows through supplier channels for IT networking solution purchases by small and mid-sized enterprises. Networking solutions explored in this research include IP telephony solutions, routers, switches, networking security solutions, network management and wireless LAN solutions.

This report explores the choices IT buyers of networking solutions make in selecting one type of supplier over another, and what criteria they base those choices on. At a basic level, buyers select suppliers based on how well those suppliers meet their needs. Info-Tech has mapped this needs-fulfillment across the six types of suppliers.

This report provides detailed information on the reasons why buyers of IT products and services choose one vendor over another, as well as why they drop entrenched suppliers. One culprit is named as the top reason why customers reduce – or stop – business with their strategic supplier. The report also offers insight on how both incumbent vendors and those looking to penetrate a new customer can position themselves for success.

iSCSI is one of the most important emerging storage technologies today. It is an attractive option for companies that need affordable and easy-to-manage networked storage, but at the same time, iSCSI remains somewhat enigmatic to many IT practitioners. This presents an opportunity for vendors and resellers to play a more consultative role when selling networked storage, especially in the mid-market.

Info-Tech’s second annual forecast on IT spending in the US indicates that four industries dominate the landscape: Business Services, Financial Services, Government and Manufacturing account for more than 60% of spending on IT products and services. The ITAMTM provides a market opportunity perspective that is based on the IT budgets of more than 1,700 organizations in the US.

Info-Tech’s first Canadian forecast provides a framework to help IT product and service companies better understand the commercial market opportunity. The ITAM™ provides market sizing -- by major technology product/services areas -- based on extensive demand-side data. Key opportunities are identified, both by both size of account and by vertical market. The authors give specific guidance as to the product/service areas poised for growth and the types of accounts that are the best prospects in those areas.

Are you looking to have access to end user and buyer behavior data so you can cut and customize the information to derive the conclusions you need? All the data we used to create the Indaba series of Market Advisor Reports is available to you in Pivot Table format, giving you the flexibility to change the views and the presentation of the data.

Are you looking to have access to end user and buyer behavior data so you can cut and customize the information to derive the conclusions you need? All the data we used to create the Indaba series of Market Advisor Reports is available to you in Pivot Table format, giving you the flexibility to change the views and the presentation of the data.

In this report, Info-Tech walks storage vendors through the buyer’s process – from defining a product to the final purchase decision. Survey respondents revealed that IT Staff are responsible for the early stages of the purchase process – defining the product and identifying potential suppliers – but IT Management assumes control over the final product/vendor decision. For this report, the definition of a storage consolidation solution has been left fairly broad, and includes the acquisition of both hardware such as a SAN and storage management software.

What types of companies are the best prospects to deploy storage consolidation solutions? This Info-Tech report helps vendors craft marketing messages that resonate with buyers, and points out the vertical industries most open to deploying storage consolidation. For example, companies with 251-1000 employees are the sweet spot for storage area networks and other storage management solutions. Those in financial services are also hot prospects that have demonstrated a readiness to deploy.