2002 U.K. Medium Business IT Adoption Based Segmentation - Topline Assessment

AMI-Partners' IT adoption segmentation, based on multivariate cluster analysis, is one of the most accurate and actionable methods to segment the medium business market, using a full spectrum of IT solutions as a segmentation tool. High adopters are typified by those embracing advanced solutions designed to weave various facets of their business into a single manageable whole, while low tech adopters are typified by MBs that are principally computing oriented with minimal connectivity deployment. This IT deployment and needs profile is made actionable by analyzing usage and spending levels, channel preferences, attitudes, outsourcing, and a comprehensive demographics and business process background.

The above segmentation model allows cross-segment product/feature set mapping in order to select "best fit" MB target markets/segments and classifies the U.K. MB market into four distinct groups on the basis of IT adoption. Typically, Tier 1 MBs are the highest adopters, while Tier 4 MBs will have the lightest penetration across select technologies and little/no adoption among certain higher end technologies/solutions.

Based on proprietary surveys of Small and Medium Businesses in the United States, Europe, Latin America, and the Asia/Pacific region, AMI-Partners' comprehensive data on Internet, IT, eBusiness, and Communications investment and usage is presented in a highly actionable, graphical format with go-to-market insights and analysis.

U.K. MB Methodology Section

U.K. MB Survey Methodology

U.K. MB Survey Coverage

U.K. MB AMI-Partners 2002 IT Adoption Based Segmentation Objectives

U.K. MB – AMI-Partners 2002 Medium Business IT Adoption Based Segmentation Algorithm

U.K. MB Segmentation Variables Used

U.K. MB Segmentation Process Overview

U.K. MB Demographics - Key Firmographic Indicators

U.K. MB Number of employees

U.K. MB Breakout of Employee Size Categories by Tiers

U.K. MB Number of employees

U.K. MB Vertical Industries

U.K. SB Breakout of Vertical Industry Categories by Tiers

U.K. MB Average Sales Revenue

U.K. MB B2B vs. B2C – Sales Revenues

U.K. MB B2B vs. B2C – Sales Revenues

U.K. MB Average # of Branch Offices

U.K. MB Location of MB Headquarters

U.K. MB Average % Mobile Workforce

U.K. MB Telecommuting

U.K. MB Suppliers and Vendors

U.K. MB Average Assets

U.K. MB Demographics - Near-term Business Outlook and Plans

U.K. MB Average % Change Planned in Next 12 Months Revenues

U.K. MB % of MBs Planning to Hire More Employees

U.K. MB % of MBs Planning to Open Additional Branches

U.K. MB Demographics - Business Operations and Challenges

U.K. MB Average Annual IT Budget and Average % Increase Expected

U.K. MB IT Budget Allocations for IT Services Outsourcing

U.K. MB Average Proportion of Annual IT Budget Allocated Toward Outsourcing Services

U.K. MB Types of Business Services Outsourced

U.K. MB IT Services Outsourced and Expected Increase Over Next 12 Months

U.K. MB Average Spending on Outsourcing

U.K. MB Customer Transactions

U.K. MB Use of Electronic Billing/Invoicing

U.K. MB Vendor/Supplier Transactions

U.K. MB Annual Sales and Purchases Processed Via Credit Card

U.K. MB Financial Products Usage – Current & Planned

U.K. MB Courier/Messenger Services

U.K. MB Advertising and Promotion Media Usage

U.K. MB Maintenance of Corporate Credit Cards

U.K. MB Maintenance of Corporate Credit Cards

U.K. MB IT Decision Makers

U.K. MB Average # Full Time IT Employees

U.K. MB Attitudes Toward Technology and Strategic IT Plans/Outlook

U.K. MB Perceived Importance of Various Business Functions and Applications

U.K. MB Overview of IT Purchase Preferences – AMI Tier 1

U.K. MB Overview of IT Purchase Preferences – AMI Tier 2

U.K. MB Overview of IT Purchase Preferences – AMI Tier 3

U.K. MB Overview of IT Purchase Preferences – AMI Tier 4

U.K. MB Average # Full Time IT Employees

U.K. MB Telecom Usage Profile

U.K. MB Use of Conferencing Services

U.K. MB Average Monthly Telecom Spending Per MB

U.K. MB Computing Hardware - Sizing and Spending

U.K. MB Average Number of Computers

U.K. MB Average Number of Computers Per MB by Type of Computer

U.K. MB Microprocessors

U.K. MB Average Number of Computers Purchased in Last 12 Months and Type of Computers

U.K. MB Average Spending on Computers and Computer-Related Service/Support

U.K. MB Average Number of Computers Planned for Purchase and Type of Computer

U.K. MB Average Planned Spending on Computers

U.K. MB Computing Hardware - Computing Brands Usage

U.K. MB Top 5 Desktop Brands – Computers Used and Purchased in Last 12 Months

U.K. MB Top 5 Desktop Brands – Computers Planned for Purchase in Next 12 Months

U.K. MB Top 5 Portable Brands – Computers Used and Purchased in Last 12 Months

U.K. MB Top 5 Portable Brands – Computers Planned for Purchase in Next 12 Months

U.K. MB Computing Hardware - Channels Usage

U.K. MB Channel Used for Most Recent Computer Purchases

U.K. MB Planned Channels Usage

U.K. MB Computing – Printers and Peripherals

U.K. MB Printer Penetration

U.K. MB Average Annual Spending on Printers and Printer Supplies

U.K. MB Top 5 Printer Brands Currently Used

U.K. MB Proportion of Networked Printers

U.K. MB Peripherals Penetration

U.K. MB Average Annual Spending on Peripherals

U.K. MB Computing Software - Operating Systems and Applications Usage

U.K. MB Operating Systems Usage - Current and Planned

U.K. MB Current Applications Usage

U.K. MB Current Applications Usage

U.K. MB Planned Applications Usage

U.K. MB Planned Applications Usage

U.K. MB Frequency and Methods for Purchasing Software

U.K. MB Factors Impacting Purchase/Upgrading Software

U.K. MB Usage of Customer Relationship Management (CRM) and/or Sales Force Automation (SFA) Software

U.K. MB Implementation by Type of CRM/SFA Software Solution

U.K. MB Importance of CRM/SFA Solutions Usage

U.K. MB CRM/SFA Solutions Brands Usage

U.K. MB Average Number of CRM/SFA Users per MB by Employee Size and Industry

U.K. MB Usage of Enterprise Resource Planning (ERP) and/or Supply Chain Management (SCM) Software

U.K. MB Importance of ERP/SCM Solutions Usage

U.K. MB ERP/SCM Solutions Brands Usage

U.K. MB Average Number of ERP/SCM Users per MB by Employee Size and Industry

U.K. MB Benefits of CRM, SFA, ERP, or SCM Deployments

U.K. MB Influential Personnel and Selection Process for CRM/SFA/ERP/SCM Software Applications

U.K. MB Business Processes and Operations

U.K. MB Computing Software - Spending

U.K. MB Use of Custom Software

U.K. MB Average Annual Spending on Software Per MB

U.K. MB Computing Software - ASP Usage

U.K. MB Hosted Applications Usage – Current and Planned

U.K. MB Average Spending on Hosted Apps and Expected Increase

U.K. MB Current Hosted Applications Usage

U.K. MB Planned Hosted Applications Usage

U.K. MB Planned Monthly Hosted Applications Spending

U.K. MB Amount Willing to Spend monthly for Hosted Applications Package

U.K. MB Networking - Penetration and Sizing

U.K. MB LAN Penetration

U.K. MB LAN Nodes

U.K. MB Multiple Server Penetration

U.K. MB LAN Server Operating Systems

U.K. MB Types of Servers

U.K. MB Wireless LAN Deployment

U.K. MB Firewall Deployment

U.K. MB Firewall Brands Usage

U.K. MB Networking Security Measures Deployment

U.K. MB Average Number of Computers Networked Via Wireless LAN

U.K. MB Average Number of Servers Purchased in Last 12 Months and Server-Related Spending

U.K. MB Server Brands Used

U.K. MB SAN/NAS Usage

U.K. MB Average Networking Spending Per MB

U.K. MB Top 3 Networking Brands

U.K. MB Networking - Channels

U.K. MB LAN Channels Usage

U.K. MB Networking - LAN Applications and Infrastructure

U.K. MB Current LAN Applications Usage

U.K. MB Planned LAN Applications Usage

U.K. MB VPN Deployment

U.K. MB Networking - Near-Term Networking Outlook

U.K. MB LAN Upgrade Plans

U.K. MB Planned Servers and Server-Related Spending

U.K. MB Planned Server Brands

U.K. MB Wide Area Networking (WANs) - Sizing and Spending

U.K. MB WAN Usage

U.K. MB Lines Used to Access WAN

U.K. MB WAN Spending and Expected Increase Over Next 3 Years

U.K. MB WAN Upgrade Plans

U.K. MB Wide Area Networking (WANs) - Vendors

U.K. MB Importance of Factors in Datacom Vendor Selection

U.K. MB Importance of Factors in Datacom Vendor Selection

U.K. MB Internet Usage Profile - Penetration and Sizing

U.K. MB Average Number of Internet Users

U.K. MB Average Monthly Internet Access Spending Per MB

U.K. MB Internet Usage Profile - Bandwidth Usage and Service Providers

U.K. MB High-Speed Technology Penetration

U.K. MB Average Monthly High-Speed Communications Spending Per MB

U.K. MB Top Five Internet Services Providers

U.K. MB Internet Usage Profile -