OCE State of the Channel 2010

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“I really don’t want my competition getting this. They’ll keep making the same mistakes and I’ll get the edge because I now can make smarter decisions based on what’s happening right now.”

Get the insights you need to get the most from the Channel in 2010

In an extensive survey (57 questions) of 832 Channel Partners around the globe, we asked them to predict the hottest selling technology for 2010 along with other questions about their views and attitudes on select channel issues such as loyalty factors and go-to-market enablement needs. We wanted to find out what Partners are thinking about the issues important to their success and the success of the technology community.

The survey results include 60 pages of insight and 10,000 words of analysis.

“Mark and his team have done it again. This document gives all of us who work with Channel Partners, the data points and the truths that we wish we had. So often we make decisions on Channel Programs based on our gut feel, or the opinions of our “tame” or favored Channel partners, but this approach from OCE allows us to see the truth, warts and all, and will allow us to make decisions based on fact. Sometimes those facts are painful, sometimes they are unexpected eye openers, and sometimes they are just what we expected, but in either scenario, they are based on FACT and not supposition, leaving us to make our decisions with confidence in the data that we are using. Thanks Mark … a great help.” Regards Martyn Martyn Atterton Hewlett Packard		Who is this for? Vendors and Distributors can use these perspectives to increase Partner success. There are many recommendations that can create a competitive advantage if you choose to implement them. Partners can use these ideas to gain a competitive edge in 2010. Channel Influencers (such as analysts and media editors) can use this report to inspire new viewpoints about how to increase channel effectiveness. What Do I Get? If you’re like most Channel Professionals, you have to make intelligent decisions about how you’ll invest. Yet you don’t have much time or many resources to do much more than a gut check on where to spend your money. This survey and report can save you days of time and give you peace of mind by eliminating the uncertainty of what’s going on with the Channel. We asked detailed questions to help you make intelligent and informed decisions around Channel Enablement. We've identified what’s working and what Partners don’t care about. Frankly, some of the responses surprised us. And they may surprise you! For example: A substantial percentage of Partners are willing to pay for training, but only for a specific type of training. (Page 44.) Partner confidence took a massive jump in positive expectations for 2010 for a specific technology category. If you’re selling this up and comer, you’ll do well. (Page 21.) Another example: Partners want certifications of all types. And the region that we’ve been told has to have them or Partners won’t participate, has the lowest demand. (Page 37.) Partners look to this resource first when looking for information. Have you optimized it for your Partners? The second most requested source experienced many cut backs in 2009. Are you making smart investments for 2010? (Page 43.) Market analysts predict increasing sales for 2010 in technologies like cloud computing, green IT, social computing, and mobile networks. Partners, however, take a different view. (Page 16.) Plus many other insights into Channel Partner success.

“Mark and his team have done it again.

This document gives all of us who work with Channel Partners, the data points and the truths that we
wish we had.

So often we make decisions on Channel Programs based on our gut feel, or the opinions of our “tame” or favored Channel partners, but this approach from OCE allows us to see the truth, warts and all, and will allow us to make decisions based on fact. Sometimes those facts are painful, sometimes they are unexpected eye openers, and sometimes they are just what we expected, but in either scenario, they are based on FACT and not supposition, leaving us to make our decisions with confidence in the data that we are using.

Thanks Mark … a great help.”

Regards
Martyn

Martyn Atterton
Hewlett Packard

Who is this for?

Vendors and Distributors can use these perspectives to increase Partner success. There are many recommendations that can create a competitive advantage if you choose to implement them.

Partners can use these ideas to gain a competitive edge in 2010.

Channel Influencers (such as analysts and media editors) can use this report to inspire new viewpoints about how to increase channel effectiveness.

What Do I Get?

If you’re like most Channel Professionals, you have to make intelligent decisions about how you’ll invest. Yet you don’t have much time or many resources to do much more than a gut check on where to spend your money.

This survey and report can save you days of time and give you peace of mind by eliminating the uncertainty of what’s going on with the Channel.

We asked detailed questions to help you make intelligent and informed decisions around Channel Enablement. We've identified what’s working and what Partners don’t care about.

Frankly, some of the responses surprised us. And they may surprise you!

For example: A substantial percentage of Partners are willing to pay for training, but only for a specific type of training. (Page 44.)
Partner confidence took a massive jump in positive expectations for 2010 for a specific technology category. If you’re selling this up and comer, you’ll do well. (Page 21.)
Another example: Partners want certifications of all types. And the region that we’ve been told has to have them or Partners won’t participate, has the lowest demand. (Page 37.)
Partners look to this resource first when looking for information. Have you optimized it for your Partners? The second most requested source experienced many cut backs in 2009. Are you making smart investments for 2010? (Page 43.)
Market analysts predict increasing sales for 2010 in technologies like cloud computing, green IT, social computing, and mobile networks. Partners, however, take a different view. (Page 16.)
Plus many other insights into Channel Partner success.

"Lots of topics are covered. More than I would have thought of!"		Table of Contents Introduction How use this Report 2009 Technology Sales Performance Review Who We Talked With: Survey Methods and Demographics Respondent Job Function Industry Experience Partner Organization Size Survey Respondent Business Focus Geography Covered Respondents Regional Breakout Market Size Served Partner Revenue Mix Technology Portfolio versus Business Revenue Technology Sales 2010 Forecast Projected Revenue Growth for 2010 by Company Size 2010 Sales Predictions Reseller Predictions on Emerging Markets Reseller Confidence Shifts in Growth Markets What is Important to Partners from a Vendor or Distributor Partner Loyalty Factors Vendor and Distributor Reaction to the Economic Downturn Experience with Vendor and Distributor Service Levels Sources of Channel Conflict Sales Barriers Sales Barriers Caused by Vendors and Distributors Partner Sales Bottlenecks Successful Partner Enablement Strategies The Importance of Partner Certification How Many Partners are Certified Partner Certifications by Region Partner Certifications by Company Size Partner Certifications by Technology Portfolio Mix Partner Enablement Training Requirements Who Needs Training? Business Skills Partners Would Like to Improve Technical Skills Partners Would Like to Improve Where Partners Go for Enablement Information How Partners Prefer to be Trained Partner Concerns about Training Travel Expenses Virtual Training Business Partner Communities Why Partners Participate in Communities Partner Preferred Distributors, Vendors, and Channel Programs Preferred Broadline Distributors Best Channel Partner Program Top Four Distributors by Channel Partner Program Top Five Vendors by Channel Partner Program Conclusions and Recommendations Selling New Technology Requires New Partner Behaviors How Partners Can Increase Their Value to Vendors Recommendations for Vendors and Distributors How Can We Help?

"Lots of topics are covered. More than I would have
thought of!"

Introduction
How use this Report
2009 Technology Sales Performance Review
Who We Talked With: Survey Methods and Demographics
Respondent Job Function
Industry Experience
Partner Organization Size
Survey Respondent Business Focus
Geography Covered
Respondents Regional Breakout
Market Size Served
Partner Revenue Mix
Technology Portfolio versus Business Revenue
Technology Sales 2010 Forecast
Projected Revenue Growth for 2010 by Company Size
2010 Sales Predictions
Reseller Predictions on Emerging Markets
Reseller Confidence Shifts in Growth Markets
What is Important to Partners from a Vendor or Distributor
Partner Loyalty Factors
Vendor and Distributor Reaction to the Economic Downturn
Experience with Vendor and Distributor Service Levels
Sources of Channel Conflict
Sales Barriers
Sales Barriers Caused by Vendors and Distributors
Partner Sales Bottlenecks
Successful Partner Enablement Strategies
The Importance of Partner Certification
How Many Partners are Certified
Partner Certifications by Region
Partner Certifications by Company Size
Partner Certifications by Technology Portfolio Mix
Partner Enablement Training Requirements
Who Needs Training?
Business Skills Partners Would Like to Improve
Technical Skills Partners Would Like to Improve
Where Partners Go for Enablement Information
How Partners Prefer to be Trained
Partner Concerns about Training Travel Expenses
Virtual Training
Business Partner Communities
Why Partners Participate in Communities
Partner Preferred Distributors, Vendors, and Channel Programs
Preferred Broadline Distributors
Best Channel Partner Program
Top Four Distributors by Channel Partner Program
Top Five Vendors by Channel Partner Program
Conclusions and Recommendations
Selling New Technology Requires New Partner Behaviors
How Partners Can Increase Their Value to Vendors
Recommendations for Vendors and Distributors
How Can We Help?

“An excellent publication. Worth way more than the asking price.”		The Value of this Report If you had to survey this same sample size, analyze, and write the report, it would cost you tens of thousands of dollars and hundreds of hours. We’ve done it for you with our team of researchers and writers. We work with Channel Partners so understand their issues and needs. We asked different questions than most surveys to deliver new insights. If you use these insights to avoid one campaign that will be less effective in 2010 (because of shifting Partner attitudes) you will pay for this report many times over. You can use these insights to validate and justify your choices making 2010 the best year ever.

“An excellent publication. Worth way more than the asking price.”

The Value of this Report

If you had to survey this same sample size, analyze, and write the report, it would cost you tens of thousands of dollars and hundreds of hours. We’ve done it for you with our team of researchers and writers. We work with Channel Partners so understand their issues and needs. We asked different questions than most surveys to deliver new insights.

If you use these insights to avoid one campaign that will be less effective in 2010 (because of shifting Partner attitudes) you will pay for this report many times over. You can use these insights to validate and justify your choices making 2010 the best year ever.

		Your Satisfaction Guarantee You must be completely satisfied with the information and quality of the report. You must find the insights useful in making better decisions about your 2010 channel programs. If not, just let us know and we’ll refund what you’ve paid for the report. You have up to 60 days to decide.

Your Satisfaction Guarantee

You must be completely satisfied with the information and quality of the report. You must find the insights useful in making better decisions about your 2010 channel programs. If not, just let us know and we’ll refund what you’ve paid for the report. You have up to 60 days to decide.

		Was this Survey Sponsored? This report was created by the Outsource Channel Executives, Inc. research team. There were no external sponsorship funds used to create any part of this report. The OCE team is a channel advocate. We believe that the Partner channel is the best way to take products to market. How is the Survey Delivered? This survey is in downloadable Electronic PDF Format only. You will receive a link to immediately download it to your computer. You are licensed to use the survey for your company’s internal usage. Regular Price: US$1,500.00 Special Price: US$995.00 Your Satisfaction is Guaranteed or Your Money Back Outsource Channel Executives, Inc. 3313 W Kiowa St Suite A Colorado Springs, CO 80904 OCEinc.com Customer Service: +1.719.634.0647 Or Email: SOC@OCEinc.com

Was this Survey Sponsored?

This report was created by the Outsource Channel Executives, Inc. research team. There were no external sponsorship funds used to create any part of this report. The OCE team is a channel advocate. We believe that the Partner channel is the best way to take products to market.

How is the Survey Delivered?

This survey is in downloadable Electronic PDF Format only. You will receive a link to immediately download it to your computer.

You are licensed to use the survey for your company’s internal usage.

Regular Price: US$1,500.00

Special Price: US$995.00

Your Satisfaction is Guaranteed or Your Money Back

Outsource Channel Executives, Inc.
3313 W Kiowa St Suite A
Colorado Springs, CO 80904
OCEinc.com

Customer Service: +1.719.634.0647

Or Email: SOC@OCEinc.com

ay more than the asking price.”