2002 Germany 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 Germany 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.

Germany MB Methodology Section

Germany MB Survey Methodology

Germany MB Survey Coverage

Germany MB AMI-Partners 2002 IT Adoption Based Segmentation Objectives

Germany MB – AMI-Partners 2002 Medium Business IT Adoption Based Segmentation Algorithm

Germany MB Segmentation Variables Used

Germany MB Segmentation Process Overview

Germany MB Demographics - Key Firmographic Indicators

Germany MB Number of employees

Germany MB Breakout of Employee Size Categories by Tiers

Germany MB Vertical Industries

Germany SB Breakout of Vertical Industry Categories by Tiers

Germany MB Average Sales Revenue

Germany MB B2B vs. B2C – Sales Revenues

Germany MB Average # of Branch Offices

Germany MB Location of MB Headquarters

Germany MB Average % Mobile Workforce

Germany MB Telecommuting

Germany MB Suppliers and Vendors

Germany MB Average Assets

Germany MB Demographics - Near-term Business Outlook and Plans

Germany MB Average % Change Planned in Next 12 Months Revenues

Germany MB % of MBs Planning to Hire More Employees

Germany MB % of MBs Planning to Open Additional Branches

Germany MB Demographics - Business Operations and Challenges

Germany MB Average Annual IT Budget and Average % Increase Expected

Germany MB IT Budget Allocations for IT Services Outsourcing

Germany MB Average Proportion of Annual IT Budget Allocated Toward Outsourcing Services

Germany MB Types of Business Services Outsourced

Germany MB IT Services Outsourced and Expected Increase Over Next 12 Months

Germany MB Average Spending on Outsourcing

Germany MB Customer Transactions

Germany MB Use of Electronic Billing/Invoicing

Germany MB Vendor/Supplier Transactions

Germany MB Annual Sales and Purchases Processed Via Credit Card

Germany MB Financial Products Usage – Current & Planned

Germany MB Courier/Messenger Services

Germany MB Advertising and Promotion Media Usage

Germany MB Maintenance of Corporate Credit Cards

Germany MB Attitudes Toward Technology and Strategic IT Plans/Outlook

Germany MB Perceived Importance of Various Business Functions and Applications

Germany MB Overview of IT Purchase Preferences – AMI Tier 1

Germany MB Overview of IT Purchase Preferences – AMI Tier 2

Germany MB Overview of IT Purchase Preferences – AMI Tier 3

Germany MB Overview of IT Purchase Preferences – AMI Tier 4

Germany MB IT Decision Makers

Germany MB Average # Full Time IT Employees

Germany MB Telecom Usage Profile

Germany MB Use of Conferencing Services

Germany MB Average Monthly Telecom Spending Per MB

Germany MB Computing Hardware - Sizing and Spending

Germany MB Average Number of Computers

Germany MB Average Number of Computers Per MB by Type of Computer

Germany MB Microprocessors

Germany MB Average Number of Computers Purchased in Last 12 Months and Type of Computers

Germany MB Average Spending on Computers and Computer-Related Service/Support

Germany MB Average Spending per Computer

Germany MB Average Number of Computers Planned for Purchase and Type of Computer

Germany MB Average Planned Spending on Computers

Germany MB Computing Hardware - Computing Brands Usage

Germany MB Top 5 Brands – Desktop Computers Used and Purchased in Last 12 Months

Germany MB Top 5 Brands – Laptop Computers Used and Purchased in Last 12 Months

Germany MB Top 5 Brands – Desktop Computers Planned for Purchase in Next 12 Months

Germany MB Top 5 Brands – Laptop Computers Planned for Purchase in Next 12 Months

Germany MB Computing Hardware - Channels Usage

Germany MB Channel Share for Most Recent Computer Purchases

Germany MB Planned Channels Usage

Germany MB Computing – Printers and Peripherals

Germany MB Printer Penetration

Germany MB Average Annual Spending on Printers and Printer Supplies

Germany MB Top 4 Printer Brands Currently Used

Germany MB Proportion of Networked Printers

Germany MB Peripherals Penetration

Germany MB Average Annual Spending on Peripherals

Germany MB Computing Software - Operating Systems and Applications Usage

Germany MB Operating Systems Usage - Current and Planned

Germany MB Current Applications Usage

Germany MB Current Applications Usage

Germany MB Planned Applications Usage

Germany MB Planned Applications Usage

Germany MB Frequency and Methods for Purchasing Software

Germany MB Factors Impacting Purchase/Upgrading Software

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

Germany MB Implementation by Type of CRM/SFA Software Solution

Germany MB Importance of CRM/SFA Solutions Usage

Germany MB CRM/SFA Solutions Brands Usage

Germany MB Average Number of CRM/SFA Users per MB by Employee Size and Industry

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

Germany MB Importance of ERP/SCM Solutions Usage

Germany MB ERP/SCM Solutions Brands Usage

Germany MB Average Number of ERP/SCM Users per MB by Employee Size and Industry

Germany MB Benefits of CRM, SFA, ERP, or SCM Deployments

Germany MB Influential Personnel and Selection Process for CRM/SFA/ERP/SCM Software Applications

Germany MB Business Processes and Operations

Germany MB Computing Software - Spending

Germany MB Use of Custom Software Exclusively Developed

Germany MB Average Annual Spending on Software Per MB

Germany MB Computing Software - ASP Usage

Germany MB Hosted Applications Usage – Current and Planned

Germany MB Average Spending on Hosted Apps and Expected Increase

Germany MB Current Hosted Applications Usage

Germany MB Planned Hosted Applications Usage

Germany MB Planned Monthly Hosted Applications Spending

Germany MB Amount Willing to Spend monthly for Hosted Applications Package

Germany MB Networking - Penetration and Sizing

Germany MB LAN Penetration

Germany MB LAN Nodes

Germany MB Multiple Server Penetration

Germany MB LAN Server Operating Systems

Germany MB Types of Servers

Germany MB Wireless LAN Deployment

Germany MB Average Number of Computers Networked Via Wireless LAN

Germany MB Average Number of Servers Purchased in Last 12 Months and Server-Related Spending

Germany MB Server Brands Used

Germany MB SAN/NAS Usage

Germany MB Top 5 Brands – SAN/NAS Currently Used and Planned for Purchase in Next 12 Months

Germany MB Firewall Deployment

Germany MB Firewall Brands Usage

Germany MB Networking Security Measures Deployment

Germany MB Average Networking Spending Per MB

Germany MB Top 3 Networking Brands

Germany MB Networking - Channels

Germany MB LAN Channels Usage

Germany MB Networking - LAN Applications and Infrastructure

Germany MB Current LAN Applications Usage

Germany MB Planned LAN Applications Usage

Germany MB VPN Deployment

Germany MB Networking - Near-Term Networking Outlook

Germany MB LAN Upgrade Plans

Germany MB Planned Servers and Server-Related Spending

Germany MB Planned Server Brands

Germany MB Wide Area Networking (WANs) - Sizing and Spending

Germany MB WAN Usage

Germany MB Lines Used to Access WAN

Germany MB WAN Spending and Expected Increase Over Next 3 Years

Germany MB WAN Upgrade Plans

Germany MB Wide Area Networking (WANs) - Vendors

Germany MB Importance of Factors in Datacom Vendor Selection

Germany MB Internet Usage Profile - Penetration and Sizing

Germany MB Average Number of Internet Users

Germany MB Ave