2004-05 U.K. MB IT Adoption-Based Segmentation Strategic Overview and Topline

2004-05 U.K. MB IT Adoption-Based Segmentation Strategic Overview and Topline Assessment

Product Type: Market Research Report
Published by: AMI-Partners, Inc.
Published: March 2005
Product Code: R149-339

Description

Report: Strategic Overview and Topline Assessment
Name of survey: U.K. Medium Business Survey
Date of survey: Spring
Country: United Kingdom

This report provides a management summary of AMI's 2004-2005 U.K. medium business IT adoption-based segmentation.

AMI-Partners defines medium businesses (MBs) as companies that have 100 to 999 employees, are non-residential and non-governmental organizations, and are not a franchise of a larger corporation. Medium businesses span the demographic horizon, with a high degree of variability in terms of employee size, vertical market affiliation, geographic location, and business processes. In order to fully understand this complex yet rewarding market, a segment-based approach is required - one that facilitates the targeting of specific segments by focusing on their IT-adoption-based characteristics.

AMI-Partners' long-term experience in analyzing medium business market behavior has proven that the most actionable and distinguishable method of segmenting the MB market is by IT adoption. This is defined as a business's propensity to adopt, or absorb, IT solutions as a means to grow and manage the enterprise. High adopters of IT are those who embrace more advanced solutions (LAN, e-commerce, mobile PCs, servers, etc.), while low adopters are those who resist, or do not express a need (whether real or perceived) for more sophisticated IT products and services. By segmenting the MB market using an IT-adoption algorithm, AMI-Partners is able to accurately profile businesses across a spectrum of attributes, including business characteristics, decision making, attitudes, business processes, and IT usage - leading to actionable go-to-market strategy development. This report includes a comprehensive section on methodology that provides additional details regarding AMI's data collection and segmentation practices.

Reference is made in the report to four discrete groups within the segmentation, called tiers, ranging from the highest IT adopters (tier 1), to the lowest adopters (tier 4). These four distinct segments are designated AMI Tier 1 MBs (Enterprise Adopters), AMI Tier 2 MBs (Early Adopters), AMI Tier 3 MBs (Value Adopters), and AMI Tier 4 MBs (Need-Help Adopters).

Table of Contents

U.K. MB Introduction

U.K. MB - Definitions by Type of Business

U.K. MB Segmentation Introduction

AMI-Partners’ Market Segmentation Theory

AMI-Partners Medium Business Segmentation Methodology

Actionable AMI Segmentation

AMI Segmentation Identifies Four Distinct SMB Tiers

U.K. MB Segmentation High-Level Segmentation Profiles

U.K. SB Segmentation Overview Report

Tier 1 - U.K. MB IT/Telecom Spending Overview

Tier 1 - U.K. MB Firmographics Overview

Tier 1 - U.K. MB Computing (Clients) Overview - Computing Hardware

Tier 1 - U.K. MB Computing (Clients) Overview - Software Applications

Tier 1 - U.K. MB Networking Overview

Tier 1 - U.K. MB Internet Overview

Tier 2 - U.K. MB IT/Telecom Spending Overview

Tier 2 - U.K. MB Firmographics Overview

Tier 2 - U.K. MB Computing (Clients) Overview - Computing Hardware

Tier 2 - U.K. MB Computing (Clients) Overview - Software Applications

Tier 2 - U.K. MB Networking Overview

Tier 2 - U.K. MB Internet Overview

Tier 2 - U.K. MB Internet Overview

Tier 3 - U.K. MB IT/Telecom Spending Overview

Tier 3 - U.K. MB Firmographics Overview

Tier 3 - U.K. MB Computing (Clients) Overview - Computing Hardware

Tier 3 - U.K. MB Networking Overview

Tier 3 - U.K. MB Internet Overview

Tier 4 - U.K. MB IT/Telecom Spending Overview

Tier 4 - U.K. MB Firmographics Overview

Tier 4 - U.K. MB Computing (Clients) Overview - Computing Hardware

Tier 4 - U.K. MB Computing (Clients) Overview - Software Applications

Tier 4 - U.K. MB Networking Overview

Tier 4 - U.K. MB Internet Overview

Tier 4 - U.K. MB Internet Overview

U.K. MB Spending, Penetration and Budgets

U.K. MB Distribution of MBs by Segment

U.K. MB Vertical Industry Breakout by Segment

U.K. MB IT Spending Ratio

U.K. MB Key Technology Penetration

U.K. MB Key Technology Penetration

U.K. MB Average Annual Spending Per Business by Segment

U.K. MB Average Annual Spending Per Business by Segment (Continued)

U.K. MB IT/Telecom Spending Comparisons

U.K. MB Segment Profile - Tier

U.K. MB Segment Profile - Tier

U.K. MB Segment Profile - Tier

U.K. MB Segment Profile - Tier

U.K. MB Average Annual IT Budget (Self-Reported) vs. Actual IT Spending Per PC MB

U.K. MB Methodologies

U.K. MB Survey Process

U.K. MB SMBs Defined

U.K. MB Margin of Error

U.K. MB Sampling Pool by Type of Business

U.K. MB Demographics

U.K. MB Total Share of PC Enterprises by Segment

U.K. MB Demographics - Comparison Across Segments

U.K. MB Revenues - Comparison Across Segments

U.K. MB Typical Distribution of Suppliers and Vendors

U.K. MB Use of Electronic Billing/Invoicing

U.K. MB Employee Benefits

U.K. MB Retirement Plans Offered

U.K. MB Business Processes - Accounting/Payroll Overview

U.K. MB Attitudes and Decision Making

U.K. MB Attitudes: Importance of Internet for Various Business Functions

U.K. MB Attitudes: Importance of Software Applications and Services

U.K. MB Attitudes: Importance of Connectivity, Storage and Security Products and Services

U.K. MB Attitudes: Importance of Services, Training and Outsourcing

U.K. MB Attitudes: Purchase Preferences

U.K. MB Purchase Decision Making: Level of Involvement for IT/Telecom-Related Purchases

U.K. MB Impact of Various Information Sources Used for Awareness and Information Gathering for IT-Related Products & Services

U.K. MB Computing

U.K. MB Overview of Computing-Related Spending

U.K. MB Computing-Related Penetration

U.K. MB Average Annual Computing Components Spending

U.K. MB Computing - Computing Hardware (Clients)

U.K. MB Computer Ownership and Installed Base

U.K. MB Average Computers Purchased and Total Shipments

U.K. MB Computer Shipments (Purchased Last 12 Months) - Year to Year Comparison

U.K. MB Trends in Ownership of Desktop PC Brands

U.K. MB Trends in Ownership of Portable PC Brands

U.K. MB Planned Computer Purchases - Next 12 Months

U.K. MB Computing - Imaging and Printing

U.K. MB Average Annual and Total Market Spending on Printers, Printer Supplies and Peripherals

U.K. MB Printer Ownership and Installed Base

U.K. MB Current and Planned Printer Overview

U.K. MB Trends in Printer Brands - Currently Used

U.K. MB Trends in Printer Brands - Purchased in Last 12 Months

U.K. MB Trends in Printer Brands - Plan to Purchase in Next 12 Months

U.K. MB Peripherals Ownership Among MBs

U.K. MB Software

U.K. MB Overview of Software Spending

U.K. MB Trends in Use of PC Operating Systems

U.K. MB Current vs. Planned Software Applications Usage - Productivity/Business Admin/Utilities and Finance/Accounting

U.K. MB Current vs. Planned Software Applications Usage - Specialized Applications

U.K. MB Planned PC Application Usage: New Users

U.K. MB Software (Productivity, OS, Databases, Utilities) Spending Overview

U.K. MB Primary Accounting Method

U.K. MB Payroll Processing

U.K. MB Accounting Software Snapshot

U.K. MB Hosted Applications On-Demand Snapshot

U.K. MB Current and Planned Hosted/On-Demand Applications

U.K. MB Enterprise Software: CRM Snapshot

U.K. MB Enterprise Software: ERP/SCM Snapshot

U.K. MB Trends in Use of Network Operating Systems

U.K. MB Average Annual Networking Software Spending

U.K. MB Frequency of Purchasing Non-Bundled Software

U.K. MB Frequency and Methods of Software Acquisitions

U.K. MB Factors Impacting Purchase/Upgrading Software

U.K. MB Servers and Networking Hardware

U.K. MB Servers

U.K. MB LAN and Server Penetration

U.K. MB Server Installed Base

U.K. MB Average Annual LAN Server Spending

U.K. MB Server Brands Overview

U.K. MB Networking Hardware

U.K. MB Overview of Networking Hardware Spending

U.K. MB Networking-Related Technologies/Services Penetration

U.K. MB Average Annual Networking-Related Spending per MB

U.K. MB Number of PCs Currently Connected and Plan to Connect to LANs

U.K. MB Networking Technology Penetration: Wireless LAN, Voice Over IP (VoIP), and Computer Telephony Integration (CTI)

U.K. MB Networking Products/Brands - MBs That Purchased Networking Products in Last 12 Months

U.K. MB Networking Products/Brands Purchased in the Last 12 Months

U.K. MB Storage

U.K. MB Overview of Storage Spending

U.K. MB Storage Technologies: Data Storage and Back-up Solutions

U.K. MB Storage Technologies: Network Storage Products/ Solutions

U.K. MB Storage Spending by Technology

U.K. MB Average Data Storage Capacity

U.K. MB Top Storage Brands

U.K. MB Factors Impacting Data Storage Requirements & Capabilities

U.K. MB Security

U.K. MB Overview of Security Spending

U.K. MB Security Technologies/Services Penetration

U.K. MB PC-Based Security Software Penetration

U.K. MB PC-Based Firewalls

U.K. MB Current and Planned Use of VPNs

U.K. MB Network-Based Firewall Deployment

U.K. MB Service and Support

U.K. MB Overview of Service and Support Spending

U.K. MB Spending for Outsourcing of Business Functions

U.K. MB Average Annual IT Budget

U.K. MB IT-Related Services Usage

U.K. MB Technology Management Across Locations

U.K. MB Number of Full-Time IT Service and Support Employees

U.K. MB Computing Service and Support (via 3rd-Party Vendors) Spending Overview

U.K. MB Annual Custom Software Spending Overview

U.K. MB Average Annual Networking Service and Support Spending

U.K. MB Channels

U.K. MB Channel Share (Normalized) for Computer Purchases by Segment

U.K. MB Channel Usage Breakout for Computer Purchases by Segment

U.K. MB Channel Share (Normalized) for Printer Purchases by Segment

U.K. MB Channel Usage Breakout for Printer Purchases by Segment

U.K. MB Channel Usage Breakout for Software Purchases by Segment: Productivity/Utilities and Finance/Accounting

U.K. MB Channel Usage Breakout for Software Purchases by Segment: Business Process Automation and Industry Specific Applications

U.K. MB Channel Usage Breakout for Current Networking Products by Segment

U.K. MB Internet

U.K. MB Overview of Internet-Related Spending

U.K. MB Internet-Related Technologies/Services Penetration

U.K. MB Average Annual Internet-Related Spending Per MB

U.K. MB Internet - Internet Access

U.K. MB Internet Snapshot

U.K. MB Leading Internet Service Providers

U.K. MB Current Adoption of High-Speed Access Lines

U.K. MB Data communications Lines Used for Internet Access

U.K. MB Current and Planned Applications and Business Processes Used Via the Internet

U.K. MB Current and Planned Applications and Business Processes Used Via the Internet

U.K. MB Online Purchasing Overview

U.K. MB Products Purchased Over the Internet

U.K. MB Internet - Web Sites

U.K. MB Web Site Penetration

U.K. MB Average Annual and Total Market Spending on Web Sites

U.K. MB Web Site Features

U.K. MB Top Five Planned Web Site Features

U.K. MB Web Site Hosting: Web Server Location

U.K. MB Web Site Hosting Providers

U.K. MB Penetration of e-Commerce Sites

U.K. MB Use of e-Commerce Transactions

U.K. MB Use of e-Commerce Functions and Revenues

U.K. MB Average Annual Spending on Intranets

U.K. MB Intranet Penetration

U.K. MB Telecommunications

U.K. MB Overview of Telecommunications Spending

U.K. MB Telecommunications-Related Technologies/Services Penetration

U.K. MB Average Monthly Telecom Spending per PC MB

U.K. MB Number of Current and Planned Telephone Lines

U.K. MB Local/Long Distance Communications Service Usage Situation

U.K. MB Likelihood of Switching to Single Telecom Provider

U.K. MB Local and Long Distance Telecom Service Provider Overview

U.K. MB Phone System Brands - Current and Planned

U.K. MB Length of Time Using Current Phone System

U.K. MB IP Phone Terminals Penetration

U.K. MB Telephony Equipment and Services Spending

U.K. MB Wide Area Networking (WAN) Deployment Overview

U.K. MB Appendix

U.K. MB - Channel Partners Definitions

U.K. MB - Acronyms

U.K. MB - Glossary

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