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Hardcopy Vendors and Channel Partners: Successful Strategies for Selling Document SolutionsProduct Type: Market Research ReportPublished by: IDC Published: December 2007 Product Code: R104-32354 Description
This IDC study examines how vendors and their channels are successfully selling document solutions. "Vendors will need to understand the unique requirements of their various channels to improve penetration in the market for document solutions. Channels can provide key insight into the "view from the street," which in turn can help vendors modify their market programs leading to improved revenue results," according to Michael Orasin, research manager for Hardcopy Document Solutions, IDC. Table of Contents Table of Contents IDC Opinion In this Study Methodology Table: Document Solutions Company Types Interviewed Situation Overview What's Behind the Document Solutions Push Copier Dealer Perspectives on Selling Document Solutions Dealer and IDC Definitions of Document Solutions Dealer Respondent Snapshot ? Company Size and Leading Solutions Selling Document Solutions ? Successes and Challenges Inability to Sell as Wide a Portfolio as Vendors Offer Partnering and Hiring Are Critical Business Models and Margins Table: Copier Dealer Market Range Analysis Table: Copier Dealer Margin, 2006 Vendor Support ? What Works, What More Is Needed Dealer Outlook on Document Solutions Key Takeaways IT Reseller Perspectives on Selling Document Solutions IT Reseller Respondents ? A Snapshot Profile Selling Document Solutions? Successes and Challenges IT Reseller Outlook on Document Solutions Key Takeaways Hardcopy Vendor Perspectives on Selling Document Solutions Vendor Respondents ? Snapshot Profile Selling Document Solutions ? Successes and Challenges Less Experienced Vendor Lessons Experienced Vendor Lessons Vendor Outlook on Document Solutions Key Takeaways Future Outlook Essential Guidance Actions to Consider: Copier Dealer Channels Actions to Consider: Hardcopy Vendors Actions to Consider: IT Resellers Learn More Related Research Synopsis |
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