IDC's Network Channels and Alliances service focuses on how network equipment vendors, OEMs, and service providers (SPs) leverage the indirect sales channel for the sale, integration, and support of networking solutions. Subjects analyzed include key vendor program elements and industry trends that impact value-added resellers (VARs), integrators, distributors, consultants, agents, vendors, and SPs involved in the sale of customer premises equipment.

This service covers the following segments of the worldwide and U.S. network channels market:

• Resellers
• VARs
• Integrators
• Agents and consultants
• Distributors
• Vendors and SPs

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

• Best-practice channel programs
• Reseller profiles compared with vendor target-market requirements
• Current vendor profiles
• Channel opportunity assessments
• Channel conflict management
• Channel management strategies
• Convergence technology adoption in the networking channel
• Technology opportunities for the channel
• Internet and intranet impact on the channel
• Evolving sales role of SPs
• Emerging channels and their impact on the networking partners
• Influencer as a channel

Our research addresses the following issues that are critical to your success:

1. Which indirect sales models are effective for delivering networking products to commercial end users?
2. How do new and emerging channels impact vendors, SPs, and existing channels?
3. How do economic cycles impact the channel?
4. How will vendors and SPs interact with fee-based agents beyond the traditional resale model?
5. How will voice/data convergence, wireless, security, and similar technologies impact the channel?

IDC's Network Channels and Alliances service analyzes the channel strategies, competitive positioning, financial viability, and overall strategic direction of major vendors that provide network solutions.

Throughout the year, this service will offer insight into the latest trends impacting the market. Potential studies include:

This study explores issues around service providers selling through channels, sometimes in tandem with vendors.

This study explores best practices for channel partners collaborating with other partners for combined solutions.

These studies focus on the strengths and weaknesses of channel programs offered by key players in the networking industry.

This study provides indirect sales distribution information useful for planning and forecasting channel sales for switches and routers. It forecasts the market for five years.

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
• Special client discount pricing on purchases of research from other services
• Complimentary admission 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 sales executive.

As a privately held company, IDC believes that our customers are our primary constituency. A large percentage of every revenue dollar is reinvested back into our products, including more analysts, more geographic coverage, and extensive primary research.

Our steady growth over the past 10 years reflects our commitment to investing in our customers.