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2004-2005 India Small & Medium Business IT Channel Partners: Attitudes and IT Sophistication-Based SegmentationProduct Type: Market Research ReportPublished by: Access Markets International Partners Published: December 2005 Product Code: R149-393 Description AMI estimates that there are about 5,632 IT channel partners (excluding ISPs) in the India that derive at least 50% of their annual sales revenues from sales to SMBs. Collectively, these IT SMB channel partners had annual revenues of $273.4 thousand last year, making them a very attractive market for IT vendors.
As intermediaries between IT vendors and end-users, SMB channel partners play a crucial role in the highly dynamic IT industry. With different specializations like Value-Added Resellers (VAR), System Integrators (SI) and Network Integrators (NI), Independent Software Vendors (ISV), IT Consultants, Web Solution Providers and Communications Integrators, these channel providers sell a wide range of products and services to IT end-users. In addition, their proximity to, and close interaction with the end-users also provides them an opportunity to participate in, and influence their clients' brand selections. Thus, they are sought not only by IT vendors trying to reach the end-users of their products and services, but also by end-users trying to keep up with the ever changing technologies. Like the customers they serve, IT SMB channel partners are a diverse group and, in many respects, the channel partners' industry mirrors the adoption profile of its customers. This is reflected in the products and services they offer, specializations they develop, size, location and attitudes toward new technologies, etc., a fact brought into sharp focus in the four segments of the channel partners' industry presented in this report. These four segments have a one-to-one correspondence with the four segments identified in separate reports by AMI for the end-users in the India small business and India medium business markets. By following a constant segmentation structure both for the end-users and the channel partners markets, IT vendors can develop a constant and highly actionable marketing strategy and also implement it with greatest effectiveness. This report presents an overview of the India IT SMB channel partners market segmentation. These segments, referred to as Tiers, represent a continuum from the technologically most sophisticated to the least sophisticated IT channel partners. Their technological sophistication is defined in terms of both the products and services they currently offer as well as their business attitudes (i.e. attitude toward adoption of new technologies, attitude toward marketing, and attitudes toward partnering with other businesses including IT vendors and other channel partners), which reflects their inclination to maintain their level of sophistication in the future. The Management Summary presents profiles of individual segments followed by detailed cross-segment analysis. Table of Contents Management SummaryOverview of India Channel Partners SMB Segmentation AMI-Partners 2004 Channel Partners Segmentation Profiles of U.S. Channel Partners Segments Tier 1 Channel Partners: Enterprise Adopters or Premium Service Providers Tier 2 Channel Partners: Value-Priced Service Providers Tier 3: Mainstream Service Provider Tier 4: IT Laggards Statement of Methodology for SMB Channel Partners Study for India Channel Partners Covered The SMB Channel Partners Study: Survey Methodology Universe, Sample Selection Data Collection Method Weighting of Survey Data Incentives Survey Instrument Issues Covered in Channel Partners Survey Margin for Error Channel Partners’ Background: An Un-Segmented View AMI Partners 2004-5 Channel Partners Segmentation Study Overview Background and Customer Profiles Current and Planned Product and Service Offerings Business Model and Attitudes Decision Making and Vendor Rating Demographics and Background White Boxes Offered & Built Sales & Business Techniques Used In India E-Commerce Use & Revenues Business Attitudes Vendor’s Vendors Represented & Channel Partner’s Satisfaction India SMB IT Channel Partners Market Segments Glossary List of Figures Figure 1 - Overview of 2004 India SMB Channel Partners Segments Figure 2 - Channel Segmentation: Mapping Partners to SMB Customers Figure 3 - Summary of 2004-5 India SMB Channel Partners Segments Figure 4 - Summary of 2004-5 India SMB Channel Partners Segments (continued) Figure 5 - Summary Profile of Tier 1: Prime Service Providers Figure 6 - Summary Profile of Tier 2: Value Priced Service Providers Figure 7 - Summary Profile of Tier 3: Mainstream Service Providers Figure 8 - Summary Profile of Tier 4: IT Laggards Figure 9 - Methodology Figure 10 - Methodology (Cont’d.) Figure 11: Issues Covered for the 2004-5 India SMB Channel Partners Study Figure 12 - Objectives for SMB Channel Partners Segmentation Model for India Figure 13 - Questions Used for India SMB Channel Partners Segmentation Figure 14 - Margin of Error Figure 15 - Summary of Findings for India Figure 16 - 2004-5 Structure of India Channel Partner Industry Figure 17 - Primary Business Activities of Channel Partners Figure 18 - Primary Business of 2004-5 Channel Partners by Segment Figure 19 - Location of India SMB Channel Partners by Segment Figure 20 - Age of SMB Channel Partners by Segment for India Figure 21 - Annual Sales Revenues by Segment Figure 22 - Number of Employees by Segments in India Figure 23 - Numbers of Locations by Segment in India Figure 24 - Numbers of Active Customers by Segment on India Figure 25 - Annual Revenue Growth Last Year by Segment in India Figure 26 - Expected Annual Revenue Growth Next Year by Segment Figure 27- IT Intensity of Customers by Segment Figure 28 - Vertical Markets Served by Segment Figure 29 - Average Customer Account Size by Segment Figure 30 - Revenue Mix Size by Segment Figure 31- Channel Partners Influence in Customers Brand Selection by Segment Figure 32 - Effectiveness of Vendor Communication Strategies in India Figure 33 - Number of Products & Services Offered by Segment Figure 34 - Current & Planned Computing HW & SW by Segment Figure 35 - Current & Planned Networking & Internet by Segment Figure 36 - Current & Planned Security & IT Services by Segment Figure 37 - Channel Partners Offering White Boxes by Segment Figure 38 - Percentage that Build White Boxes by Segment in India Figure 39 - Revenues Derived from Different Product & Services by Segment Figure 40 - Revenues from Different Product Groups by Segment Figure 41 - Average Margins for Computing & Networking Hardware by Segment Figure 42 - Average Margins for Packaged & Custom Software by Segment Figure 43 - Avg. Margins for Computing, Internet Services & Telephony by Segment in India Figure 44 - Currently Have or Plan to Have a Web Site by Segment Figure 45 - % Revenues from E-Selling by Segment for 2004-5 in India Figure 46 - Business Attitudes by Segment Figure 47 - Critical Customer Satisfaction by Segment in India Figure 48 - Critical Customer Satisfaction by Segment in India (Continued) Figure 49 - Critical Customer Satisfaction by Segment in India (Continued Figure 50 - Semiconductor & Vendors Represented by Segment Figure 51 - Networking & Storage Vendors Represented by Segment Figure 52 - Software/Security Vendors Represented by Segment Figure 53 - Computing & Semiconductor Providing Vendor Satisfaction by Segment Figure 54 - Networking & Storage Vendor Providing Satisfaction by Segment Figure 55 - Security & Software Vendor Providing Satisfaction by Segment |
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