Product Type: Market Research Report
Published by: In-Stat
Published: September 2002
Product Code: R97-1047Description "Channels For LAN Equipment: How They're Buying 'Stuff' In 2002" is the ninth installment of the LAN Research Panel and provides primary, end-user data on the use of channels for LAN equipment purchases by companies and organizations today. Panel members represent companies of all sizes and a range of industry verticals. Data for this report was collected in July of 2002, and includes information and analysis on: the types of channels used to purchase LAN equipment, key criteria used to select channel partners for LAN equipment purchases, most effective means for manufacturers and VARs to advertise to potential customers, key benefits sought by potential customers through working with channel partners, as well as certain VAR-specific data. This report will be of particular benefit to: product managers and LAN equipment manufacturers in developing their channel distribution strategy; product marketers needing to determine the most appropriate prospective customers to advertise to ; and, consultants needing to advise clients on appropriate channel distribution strategy.Table of Contents - Executive Summary
- Introduction
- About The Panel
- Methodology
- Panel Findings
- Most Spending Will Be Less Than $50,000
- VARs Are Most Used Channel For LAN Products
- Trade Mags Key Ad Vehicle For Manufacturers
- Customers Looking For Quality Products
- Both Distributors And Integrators Are Important
- Word Of Mouth Important For VARs
- After-sale Service And Support Key For VARs
- After-sale Service And Support Key VAR Benefit
- VARs' Recommendation "Somewhat" Important
- Certification By Vendors "Somewhat" Important
- Price Most Important Criterion In Retail Channel
- Conclusion
- List of Figures
- Figure 1. Budget for LAN technology in 2002
- Figure 2. Channels used by panel companies
- Figure 3. Most effective means for LAN equipment manufacturers to advertise
- Figure 4. Key attributes considered when selecting an equipment manufacturer
- Figure 5. Types of VARs used by panel companies
- Figure 6. Most effective means for VARs to advertise
- Figure 7. Key VAR attributes
- Figure 8. Key benefits for customers by working with VARs
- Figure 9. Importance of VAR recommendation for product selection
- Figure 10. Importance of vendor-branded certification program for VARs
- Figure 11. Key attributes when selecting a retail outlet for LAN equipment purchases
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