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Xerox and HP, a quick study of the overlap of their indirect sales channels.

In a slowly declining market, mergers and acquisitions are not surprising. This market has seen several in recent years. What’s surprising about this case is the little fish eating the big one. With one quarter the market cap, Xerox plans to "swallow” HP Inc. Is it a masterful poker play or the last crowing of a rooster to draw...

Volume of ICT companies registered in the compuBase database - volume by country

compuBase covers North America, Latin America, Europe, Middle East and Africa. We do not yet cover Asia and Pacific. Volume of ICT partners in the compuBase database by country compuBase covers North America, Latin America, Europe, Middle East and Africa. We do not yet cover Asia and Pacific. In the table below the...

Who are the ICT partners for the Education / Training Market?

Information and communication technologies, by offering new and more effective means of access, communication and knowledge sharing, are playing an increasingly important role in value creation. Currently, 40% of the world's population is under the age of 24, but this proportion will rise to 35% in 2050. This decline may...

IT Security Partners

Security is one subject that touches all sectors of the IT market. Our database of IT and Telco partners contains information on over 70 000 companies working in the resale of security related products and solutions.

Symantec’s breakup is attracting hungry hordes

As Symantec has just sold its BtoB business to Broadcom and is looking for a buyer for its consumer business, competitors are rushing to snap up the brand’s partners for their own networks. It's not surprising, as the pie is big; Symantec has one of the largest distribution networks of any security brand. compuBase's figures...
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The Sophos Channel - a Dynamic Analysis by compuBase

Here is the study of the Sophos distribution channel. Sophos now belongs to Thoma Bravo, which also owns security players such as Barracuda, Imperva, Veracode and LogRhythm. The compuBase database is not exhaustive on the Sophos partners, nevertheless we estimate that we cover between 60% and 70% of Sophos partners for EMEA and...

The IBM Channel - a Dynamic Analysis by compuBase

IBM's distribution network has evolved significantly to accommodate IBM's strategic directions. This evolution mainly concerned the product offering that have shifted from hardware to software and services, nevertheless if yo look at the IBM customer target, Big Blue has always struggled to address the SMBs, major accounts and...

The Epson Channel - a Dynamic Analysis by compuBase

Epson is in the top 3 of the leading printing brand in terms of number of IT partners reselling their solutions. You will below an analysis of the Epson channel realized thanks the compuBase database. The compuBase database is not exhaustive on the Espon partners, nevertheless we estimate that we cover, in value, at least...

The Cisco Channel - a Dynamic Analysis by compuBase

Cisco has one of the largest BtoB channels is a leader in the field of telecoms. For the development of its business Cisco has always favored the indirect channel. Cisco is now in strong competition with Huawei. The compuBase database is not exhaustive on the Cisco partners, nevertheless we estimate that we cover, in value, at...

The HP Channel - a Dynamic Analysis by compuBase

HP, when it was consolidated, had the largest channel, even ahead of Microsoft's. Because HPE is distinct from HP, we now have to consider each channel as a specific channel. And there are differences ... The compuBase database is not exhaustive on the HP partners, nevertheless we estimate that we cover, in value, at least...

The HPE Channel - a Dynamic Analysis by compuBase

HP, when it was consolidated, had the largest channel, even ahead of Microsoft's. Because HPE is distinct from HP, we now have to consider each channel as a specific channel. And there are differences ... The compuBase database is not exhaustive on the HPE partners, nevertheless we estimate that we cover, in value, at least...

The Microsoft Channel - a Dynamic Analysis by compuBase

Compared to any other vendors Microsoft has the largest IT channel, Microsoft solutions from the retail to the large SI. The compuBase database is not exhaustive on the Microsoft partners, nevertheless we estimate that we cover between 50% and 60% of Microsoft  partners for EMEA and NA in value, which is largely enough to...

The Symantec Channel - a Dynamic Analysis by compuBase

Equity firms reportedly look at buying consumer side of security vendor this follow Broadcom acquisition of the BtoB part. The compuBase database is not exhaustive on the Symantec partners, nevertheless we estimate that we cover between 60% and 70% of Symantec partners for EMEA and NA in value, which is largely enough to...

The Brother Channel - a Dynamic Analysis by compuBase

Brother has long experience in indirect distribution and is a leading player in the field of printing. Despite a broad range historically, Brother has a stronger position in the segment addressing SMEs. The compuBase database is not exhaustive on the Brother partners, nevertheless we estimate that we cover, in value, at least...

The Canon Channel - a Dynamic Analysis by compuBase

Canon has a very large distribution channel, although its photo segment has greatly reduced, its activities in the field of printing and copying remains very active. The compuBase database is not exhaustive on the Canon partners, nevertheless we estimate that we cover, in value, at least between 60% and 70% of Canon partners...

The Xerox Channel - a Dynamic Analysis by compuBase

Xerox is a historical player in the computer and printing industry. If the brand has managed to remain independent despite the many waves of consolidation that have punctuated the world of printing, it is partly thanks to its distribution network. This one was both his strength and his weakness. The network consists of dealers...

The Lenovo Channel - a Dynamic Analysis by compuBase

Since Lenovo's acquisition of IBM's computer and server divisions, the Chinese manufacturer's network has evolved and expanded to include players that can target both SMBs and key accounts. The compuBase database is not exhaustive on the Lenovo partners, nevertheless we estimate that we cover, in value, at least between 60% and...

Top Cloud, Hosting Partners


From June to September 2012 compuBase consulting carried out an operation to identify and qualify the top Cloud/ Hosting partners in Germany, France, the UK, Spain and Italy. This study, which contains the results of the operation, provides insight into this rapidly developing market by providing key information on the 2...

Top Cloud partners Europe Study

From June to September  2012 compuBase Consulting carried out an exceptional operation to identify and qualify the top 2500 Cloud/Hosting partners in 5 European territories: Germany, UK, France, Spain, Italy The resulting study provides a unique insight into this rapidly developing market, with key information...

compuBase analysis on the entry of Dell into the indirect market.

After the announcement of the Dell programme intended for resellers, it is interesting to look at it from the perspective of how distribution is organised in Europe. This programme, which was presented on 12 February, is based on the main lines of the US programme, while adapting the levels of partnership to annual turnovers of...

SMB Market: How can the ICT Channel help you?

The SMB market represents many opportunities for the IT & Telecom hardware manufacturers and software publishers. But addressing this market requires a specific Channel Strategy, different from that used for larger accounts. This compuBase study provides a detailed analysis of IT & Telecom Channel organisation within...

Study on Virtualization Software Resellers in EMEA

The 2008 compuBase study on the virtualization software resellers contains a detailed analysis of this market to help you  improve your knowledge of the EMEA channel of virtualization software resellers. With almost 20,000 potential partners, the virtualization software sector in Europe is constantly growing.  

The Top 2 500 Cloud partners in Europe

From June to September  2012 compuBase Consulting carried out an exceptional operation to identify and qualify the top 2500 Cloud/Hosting partners in 5 European territories: Germany, UK, France, Spain, Italy The resulting study provides a unique insight into this rapidly developing market, with key information...

EMEA ICT Distribution Observatory 2010

The ICT Distribution Observatory published by compuBase contains information on ICT market trends, the new distribution models, statistics and analyses of all major aspects of IT and telecom distribution in the EMEA zone. A country by country focus provides detailed insight into the different market dynamics of each territory...

Analysis of ICT distribution in Italy

- 4th IT & Telecom market in Europe (in terms of market value) - 33,000 HQ and around 22,200 resellers (including retail) - Services and reselling represent the most widespread business models - Very granular market still maintaining some monopolistic features - An entry gate to other Mediterranean markets

Study of IT & Telecom Distribution in Germany

- 2nd IT & Telecom market in Europe in terms of market value - More than 45,000 players and mainly SMB-sized - Fewer resellers but more manufacturers, software publishers and services companies than the European average - Accessing the German market requires to be patient and quality-oriented - Mature market

Study of IT & Telecom Distribution in the UK

Analysis of IT & Telecom market and partners in the United-Kingdom. - 2nd IT & Telecom market in Europe - 25,000 HQ and 14,500 resellers - Services represent the most widespread business model - Very competitive and concentrated market - Business coverage transcends UK's borders

A study of IT & Telecom Distribution in North Africa

This study reveals the organization of the ICT market in North Africa and identifies the different partners in Algeria, Morocco and Tunisia. - Estimation of the market: about 7,500 companies - Resellers represent the most widespread business model in the region - IT sector contribution to the economic growth: > 7% - 72%...

A Study on ASP & SaaS - Europe 2008

- Give a better understanding of this market to any company interested in it - Study the ASP economic environment and identify its challenges  - Identify the key players and their position on the market

Current trends of IT & Telecom Distribution in Spain

- Spain is in the 5th position of the European Union, behind Germany, Italy, France and United Kingdom. - 39 % of the vendors widen their offer with services - Development of SaaS (Software as a Service) - Generalized emphasis on mobility - Concentration and reduction of the number of actors

The challenges of capitalizing on marketing or why channel marketing is going to get expensive again…

The happy days of cheap marketing would appear to be behind us now. The period from 2000 to 2010 was marked by the incredible surge in the use of the email as a marketing medium which in turn replaced intensive use of the fax between 1990 and 2000. E-mailing campaigns were very often behind all the great strategies, the amazing...

Studies available on download and published market analyses


For over 27 years compuBase has held the privileged position of ICT market observer, enabling us to analyze market tendancies and the potential for various distribution channels. You can access the results of our market studies and analyses in the following published studies, analyses and reports. All compuBase market...

Analysis : The relative importance of SaaS for different categories of software and target markets

Accessing software solutions in SaaS mode is no longer an issue, however the distribution of such solutions varies depending on the category of software. A study of 410 solutions referenced in the compuBase database reveals that not all categories are affected in the same way by the SaaS phenomenon. At the top of the list, the...

ICT Distribution in Hungary

An overview of IT & Telecom distribution in Hungary, including essential information to develop your indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Hungary

ICT Distribution Channel in Poland

Overview of IT & Telecom distribution in Poland, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Poland

ICT Distribution in Czech Rep.

Overview of IT & Telecom distribution in the Czech Republic, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Czech Republic

ICT Distribution Channel in Sweden

Overview of IT & Telecom distribution in Sweden, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Sweden

ICT Distribution Channel in Norway

Overview of IT & Telecom distribution in Norway, including essential information to develop indirect sales with partners such as ISV, IT resellers, MSPs, Vars.. <a data-cke-saved-href="https://data.oecd.org/dashboard/EN/NOR"...

ICT Distribution in Finland

Overview of IT & Telecom distribution in Finland, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Finland

ICT Distribution in Denmark

Overview of IT & Telecom distribution in Denmark, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Denmark

ICT Distribution in Netherlands

Overview of IT & Telecom distribution in Holland, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Netherlands

ICT Distribution Channel in Ireland

Overview of IT & Telecom distribution in Ireland, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Ireland

ICT Distribution Channel in Belgium & Luxembourg:

Overview of IT & Telecom distribution in Belgium and Luxembourg, including essential information to develop indirect sales, partners such as IT resellers, ISV, MSP, Vars... <a data-cke-saved-href="https://data.oecd.org/dashboard/EN/BEL"...

ICT Distribution in UK

Overview of IT & Telecom distribution in the UK, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: United Kingdom

ICT Distribution in France

Overview of IT & Telecom distribution in France, including essential information to develop indirect sales, partners such as IT resellers, ISVs, MSP, Var's... <a data-cke-saved-href="https://data.oecd.org/dashboard/EN/FRA" href="https://data.oecd.org/dashboard/EN/FRA"...

ICT Distribution Channel in Spain

Overview of IT & Telecom distribution in Spain, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... <a data-cke-saved-href="https://data.oecd.org/dashboard/EN/ESP" href="https://data.oecd.org/dashboard/EN/ESP"...

ICT Distribution Channel in Portugal

Overview of IT & Telecom distribution in Portugal, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... <a data-cke-saved-href="https://data.oecd.org/dashboard/EN/PRT" href="https://data.oecd.org/dashboard/EN/PRT" target="_blank">OECD...

ICT Distribution Channel in Germany

Overview of IT & Telecom distribution in Germany, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Var's... <a data-cke-saved-href="https://data.oecd.org/dashboard/EN/DEU" href="https://data.oecd.org/dashboard/EN/DEU"...

ICT Distribution in Russia

Overview of IT & Telecom distribution in Russia, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Russia

Distribution Organisation Charts EMEA

To help Channel Marketing Managers explaining or understanding the Organization of the IT Distribution Channel. NB:• The flows between partner categories are not indicated, as they vary a lot according to the products, markets and companies.  

Download- Distribution Organisation Charts EMEA

To help Channel Marketing Managers explaining or understanding the Organization of the IT Distribution Channel. NB:• The flows between partner categories are not indicated, as they vary a lot according to the products, markets and companies.  

Bibliography

• Association pour le progrès des communications (APC) • CIA factbook • EITO - European Information Technology Observatory (2007 and 2008) • The European Union on-line • International Telecommunication Union • IDC • International Monetary Fund • UN Economic Commission for Africa • World Bank • Arabian Business •...

ICT Distribution in Middle East - IRAQ - KUWAIT - QATAR - SAUDI ARABIA - UAE - YEMEN

Overview of IT & Telecom distribution in IRAQ - KUWAIT - QATAR - SAUDI ARABIA - UAE - YEMEN, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars...

ICT Distribution in Turkey

Overview of IT & Telecom distribution in Turkey, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Turkey

ICT Distribution Channel in Switzerland

Overview of IT & Telecom distribution in Switzerland, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Switzerland

ICT Distribution in Slovenia

Overview of IT & Telecom distribution in Slovenia, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Slovenia

ICT Distribution in Slovak rep.

Overview of IT & Telecom distribution in Slovakia, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Slovak Republic

ICT Distribution in Romania

Overview of IT & Telecom distribution in Romania, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... Macroeconomic data (2014 if not specified)   General Data Macroeconomic Data Area : 237,500 km2 GDP/capita: 11,221.50€...

ICT Distribution Channel in Italy

Overview of IT & Telecom distribution in Italy, including essential information to develop indirect sales, partners such as IT resellers, ISVs, MSPs, Vars... <a data-cke-saved-href="https://data.oecd.org/dashboard/EN/ITA" href="https://data.oecd.org/dashboard/EN/ITA"...

ICT Distribution in Greece

Overview of IT & Telecom distribution in Greece, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... OECD Country Dashboard: Greece

ICT Distribution in Bulgary

Overview of IT & Telecom distribution in Bulgaria, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars... Macroeconomic data (2014 if not specified)   General Data Macroeconomic Data Area : 110,910 km2 GDP/capita: 8,810€...

ICT Distribution in Baltic countries; Latvia, Estonia, Lithuania

Overview of IT & Telecom distribution in the Baltics, including essential information to develop indirect sales;; partners such as IT resellers, ISVs, MSPs, Vars...   ESTONIA qLATVIA fd...

ICT Ecosystem in Ukraine

Overview of IT & Telecom distribution in Ukraine, including essential information to develop indirect sales, partners such as IT resellers, ISVs, MSP, Vars...
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Partnerships with consulting companies

compuBase regularly works with consulting companies, dealing with problems involving indirect distribution. Expertise that complements your own: In depth knowledge of the economic structure of IT and telecom partners is essential for making recommendations or for setting up a partner recruiting or accreditation campaign....

The Channel Expert Newsletter

compuBase Consulting newsletters are for IT & Telco professionals who would like to know more about their markets. Published in English, each newsletter contains a current market analysis and useful information on our different services, solutions and company news... Q4- 2019 Dynamic analysis of top Brands Q1-...

The Cloud and SaaS, or applying Schumpeter’s theory of economic evolution.

Many people working in IT and telecoms tell me they find it a difficult world to leave. Even if the economic pressure of the last 10 years means it isn’t always as much fun as it used to be it is still true to say that this is a very attractive field to work in.  One of the big attractions is the feeling that we are living...

IT & Telecom Distribution Glossary

Below, are some of the terms most used in IT & Telecom markets BUSINESS ACTIVITY INDIRECT CHANNEL DISTRIBUTION ACRONYMS AND WORDINGS CLOUD ACTIVITIES VOCABULARY ASSOCIATED WITH THE CLOUD OTHER IT TECHNOLOGIES OUTSOURCED ACTIVITIES BUSINESS ICT (Information Communications Technology) - includes all technologies for the...