IDC's European Channels Outlook service analyzes the distribution strategies of leading IT hardware vendors, their competitive positioning in the volume and value-add channels, and the way in which these strategies are perceived by their partners and customers. It also monitors the business models and performance of leading tier 1 and tier 2 channel players in Western Europe, including the major distributors, resellers, integrators, solution providers, retailers, and online stores.

This service covers the following segments:

• Western European IT hardware distribution channels development
• Western European IT echannels development
• Servers, PCs, storage, peripherals, and convergence products
• Large accounts, SMB/SOHO, and consumers

Throughout the year, this service will address the following topics:

• Vendor distribution strategies
• Vendor business partner programs and terms and conditions
• Direct and indirect (tier 1 and tier 2) distribution business models
• Hardware product breakdown by distribution channel
• IT spending breakdown by distribution channel
• Volume product distribution channels
• Value-add distribution channels
• eChannel development and performance
• Channel structure and activity by country
• Distribution channel structure and activity forecasts

This service addresses the following issues that are critical to your success:

1. Which are the top channel players in IT distribution in Western Europe?
2. What are the major strengths and weaknesses of the leading IT vendors' go-to-market strategies?
3. Which IT vendors have been most successful in developing value-add channel networks?
4. What will be the winning business models for distributing IT volume products in Western Europe?
5. How effective are distribution companies in influencing end-user IT investment decisions?
6. Which distribution companies should IT vendors be partnering with as computing and telecommunications converge?
7. Which factors determine consumer and company channel preferences when purchasing IT?
8. How can IT vendors protect their channels and win over their competitors' business partners?

IDC's European Channels Outlook service examines IT hardware vendors as they bring their products and services to market both by selling directly to end users and by partnering with a broad range of distribution companies. This service reviews strategies, market positioning, and the future direction of several providers in the Western European distribution channels market, including:

3Com, Acer, Apple, Avaya, Brother, Canon, Cisco, Dell, EMC, Epson, Fujitsu Siemens Computers, HP, IBM, Kyocera Mita, Lexmark, NEC/Packard Bell, Nortel Networks, Sony, Sun Microsystems, Toshiba, Unisys, and Xerox.

This service focuses on the following core research. In addition to the insight provided in this service, IDC may conduct additional research on specific topics, or emerging market segments, via research offerings that require additional IDC funding and client investment.

This study provides an overview of how vendor strategy, end-user spending, Internet use, and other factors such as the euro are shaping IT distribution in 16 countries in Western Europe. Country forecasts of business development both by direct and indirect channels are provided for the period 2008 to 2013.

This study reviews the different ways in which IT vendors are addressing SMB markets in Western Europe both directly and in collaboration with distributors, resellers, and influencers. The study analyzes the key ingredients of SMB strategies and related partner programs of 30 leading IT vendors, and assesses the strengths, weaknesses, and success of alternative sales and marketing approaches.

This study examines the online sales strategies of selected IT vendors and major channel players. It reviews both vendor Web store, eprocurement, and hosted buy site facilities, and the online ordering and sales facilities developed by traditional distribution companies and etailers. The study provides estimates and forecasts of online IT ordering and spending activity for vendors and their channel partners in the 16 countries of Western Europe.

IDC offers a complete market intelligence solution customized to meet your business requirements. The array of products and services available to you includes:

• The opportunity to have your specific questions answered through personal interaction with industry experts who cover the topics and markets in your service
• Around-the-clock access to our market intelligence on idc.com, IDC's personalized Web experience
• A view of the market's future with 12 months of continuous intelligence about its direction and the reasons behind it, along with actionable advice for taking advantage of existing and emerging opportunities
• Complimentary/special admission price to IDC's annual Directions conference, where you'll hear our latest forecasts and network with IDC analysts and other industry professionals
• Complimentary invitations to monthly executive telebriefings, interactive forums designed to provide you with insights about research and strategies directly from IDC analysts

To find out how our flexible packaging options can meet your specific business needs, please contact your IDC account manager.

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