InfoTrends Channel Strategy Servicekeypointintelligence.jp/pdffiles/MC/css.pdf · Direct . OEM...

1 © 2014 InfoTrends www.infotrends.com © 2014 InfoTrends

InfoTrends Channel Strategy Service

Jon Reardon Group Director, Office Document Technologies Denise Souliere Manager, Channel Database & Mapping Platform

Western Europe “Big 3” (UK, FR & DE) Channel Database & Mapping System

Version: 06172014

2 © 2014 InfoTrends www.infotrends.com

Channel Strategy Service: Program Elements


• Comprehensive database of W.E. office technology sales locations • Extensive profile information on key attributes

− Channel type (commercial, retail – multiple subcategories within each)

− Products (hardware, software, services) and brands

− Services (professional, managed print, on-line, etc.)

− Primary markets (targeted verticals)

− Business firmographics (company size, address, URL, contacts, etc.)

− Extensive profile information on key attributes

• On-going database expansion & updating − Locations, attributes, segments, etc.

• Customized channel assessments and recommendations • Ongoing published deliverables • Access to analyst team

InfoTrends Channel Strategy Service


Channel Database Filters (Sampling)

Avision Banctec Brother Canon Copystar Dell Duplo Epson EFI Fujitsu Hewlett Packard IBML Indus InfoPrint InoTec IRIS Kodak alaris Konica Minolta Kyocera Mita Lanier Lenovo Lexmark LG Muratec NEAT NEC Océ Oki Data OPEX Panasonic Pitney Bowes PlusTek Ricoh RISO Samsung Savin ScanOptics Sharp Toshiba Visioneer VisionShape Xante Xeikon Xerox

Bran

ds –

Har

dwar

e

ABBYY ADOS AnyDoc CISCO Computhink Digitech docStar DocuClass DocuLex DocuWare Drivve EMC Fabsoft FileBound FM Audit Hyland Software InfoDynamics Kaseya KnowledgeLake Kofax Laserfiche Microsoft McAfee Notable Solutions nQueue Nuance - eCopy Nuance - Equitrac Objectif Lune Omtool OpenText Oracle Perceptive Pharos Systems Pitney Bowes Plus Technologies Print Audit Printfleet Prism Software Psigen ReadSoft Ringdale SentryFIle

Bran

ds –

Sof

twar

e

Office Printer/MFP A3 Mono (personal, workgroup, light production) A3 Color (personal, workgroup, light production) A4 Mono (personal, workgroup, light production) A4 Color (personal, workgroup, light production) Digital Duplicator Fax Scanner Personal Workgroup/ Departmental Production Wide Format Document Solutions Device Management Capture, Creation & Workflow Document Output Management Document Management

Prod

ucts

/Seg

men

ts

Commercial Agent Direct OEM Dealer Independent OE Dealer VAR – Imaging VAR – IT/Integrator VAR – ICT Managed Service Provider Repro/Micrographic Dealer Graphic Arts Dealer Contract Stationer IP Specialist Paper Merchant Service & Repair Only Retail Office Superstore Mass Merchant Wholesale Club Electronics/Computer Office Supplies Dealer Other – Retail

Chan

nels

Back File Conversion BPO COM/COLD Services Consulting/Assessments DM - Business Process DM - Cost Savings DM - Security/Archival End of Lease Returns Facilities Management Help Desk Hosted Services In-House Leasing Integration/Programming Lifecycle Management Managed Services MPS Network Analysis On-Site Repair Recycling & Disposal Training Unified Communications Web Hosting

Prof

essi

onal

Ser

vice

s

AEC/Technical Aerospace & Defense Commercial Printing Consumer/SOHO Industrial/Manufacturing Office – General Healthcare Services Financial Services Food & Beverage Government Legal Services Libraries Education Real Estate Retail/Wholesale Transportation/Distribution Insurance

Vert

ical

Mar

kets

Click to Chat - Sales Click to Chat - Support Contract Ordering Contract Quote Request Customer Portal/Login Customer Satisfaction Survey Driver Download Equipment Ordering Knowledgebase Machine Matching Product Manuals Remote Support Repair Quote Request Service Agreement (view/change) Submit Meter Read Supplies Ordering Track Service Call Virtual Demo

Onl

ine

Serv

ices


How the Channel Strategy Service is being used …

• Competitive analysis

• Coverage optimization

• Channel business acquisition/authorization targeting

• Channel marketing and management

• Vertical coverage analysis

• Cost of sales and service analysis

• Solution selling depth

• Creating custom sorts, reports


Sample Data Extract: Business Profile


• Type: Independent OE Dealer

• Region: Western Europe

• Country: United Kingdom

• Senior Leadership: CEO: James Abrahart Managing Director: David Gibson

• Physical Footprint: 11 Locations

• Employee Count: 400+

• Annual Revenue: £20M to £49.9M

• Year Established: 1974

• Customer Segment: SME

• Hardware Brands: Canon, HP, Ricoh, Sharp, Lexmark, Kyocera

• Software Brands: Safecom, UniFlow, Nuance – Equitrac & eCopy

• Managed Services – Print: Yes

• Managed Services – IT: Yes

Profile Extract date: 15.June.2014


• Vertical Market Focus: Education, Government, Healthcare, Legal, Environment & CSR

• Social Media:

• Hardware:

− Ricoh: MFP – A3 (Colour & Mono) Workgroup/Departmental/Light Production; Production Printer (Colour & Mono), Digital Duplicator, Wide Format

− Canon: Production Printer (Colour & Mono)

− Sharp: MFP – A3 (Colour & Mono) Workgroup/Departmental/Light Production,

− HP: Printer – A4 (Colour & Mono) Workgroup; A4 MFP (Colour & Mono) Workgroup

− Lexmark: Printer A4 (Mono) Workgroup

− Kyocera: Printer A4 (Colour & Mono) Workgroup; A4 MFP (Colour & Mono) Workgroup



Professional Services Competencies

Business Process IT: Core Infrastructure

Communications: Unified IT: Disaster Recovery

Consulting/Assessments IT: Help Desk

Document Management IT: Managed Print Services

Green Solutions IT: Managed Services

Leasing & Financing IT: Mobile Printing

Installation Services IT: Network Analysis

Integration Services: Hardware IT: Network Management

Integration Services: Software Repair: On-Site

IT: Remote Monitoring Security: Assessment/Audit

IT: Business Continuity Support: Remote

IT: Cloud Training

Sample Extract



15.June. 2014 – Extract; Locations: 11 (Red) Call Centre

Locations


Sample Mapping Views: Independent Office Equipment Dealers Value Added Resellers “VARs”


U.K. – Independent Dealers

15.June.2014 – Extract


U.K. – VARs



Commercial Channels “Big 3”



• 12 months access • 5 seat licenses • Unlimited usage and saves

− Data extraction capped at 5,000 records per year

• Ongoing published deliverables

Key Service Elements

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