compuBase: The Leading ICT Channel Intelligence Company

Optimizing your distribution channel

2023-12-20T13:28:00+01:00

If you aim to optimize your sales and marketing strategies within your distribution network, it's essential first to comprehend its strengths and weaknesses. Additionally, gaining insights into your market share at each point of sale is crucial, as is ensuring that you are employing an effective account-by-account approach

You are managing relationships with numerous partners and wish to focus only on those that merit investment. You seek to understand the potential of each point of sale and tailor your communication to specific, homogenous targets.
Identifying your strengths and weaknesses in comparison to market competitors is also a priority for you. Additionally, you aim to synchronize your channel communication with that of your wholesalers.
The following services from compuBase can assist you in these endeavors:

CHANNEL RANKING

The Channel Ranking provides you with a list of partners in your market with an estimation of their revenues in your product category. The results of this analysis are provided in the form of a database delivered in Excel format.
Channel Ranking enables you to better allocate sales and marketing resources.
• Learn more (detailed description of the process and methodology, client cases and ROI, cost concept, timeframes, prerequisites…)

CHANNEL BENCHMARKING

The Channel Benchmarking enables you to understand your distribution network's strengths and weaknesses in relation to those of your competitors on a given market.
The analysis is delivered in the form of a study which will help you formulate recruitment and communication strategies.
• Learn more (detailed description of the process and methodology, client cases and ROI, cost concept, timeframes, prerequisites...)

• BENCHMARKING DEMO : CLICK HERE

CHANNEL SCORING

The Channel Scoring is the most complete exercise in terms of optimizing an indirect sales network.
The aim of this service is to define your sales and marketing strategy account by account: Conquer, Keep, Educate, Inform, etc., according to your quantitative and qualitative strengths and weaknesses.
• Learn more (Detailed description of process and methodology, client case and ROI, cost concept, times, prerequisites…)

CHANNEL REVIEW

The Channel Review is a study which aims to provide an overview of distribution channel coverage in relation to a target market. The aim of a Channel Review is to identify the strengths and weaknesses of a distribution network.
The target market is made up of partners who commercialize a given type of solution. For a Channel Review we compare the distribution channel of the brand studied with the target market.
About the methodology: - Results are provided in the form of rate of coverage and discrepancies between the target market and the channel under study.
At best the Channel Review shows brand position (in terms of rate of coverage) for top partners identified as strongly contributing to the market.
• LEARN MORE ( Detailed description of process and methodology, concept, prerequisites…)

OTHER LINKS

Expanding your sales channel
Client feedback
Managing wholesaler reports
Database purging & merging
Contact a consultant

The South African IT & Telecom Distribution Channel

2021-12-13T00:29:00+01:00

Overview of IT & Telecom distribution in South Africa, including essential information to develop indirect sales; partners such as IT resellers, ISVs, MSPs, Vars...

OECD Country Dashboard: South Africa

ICT Market Tendencies

The profile of the South African ICT distribution channel is rather similar to that of other more developed economies and includes retailers and wholesalers, systems integrators, VARs, ISPs, etc.
South Africa is considered an important emerging market, as it is the world’s 20th largest consumer of ICT products and services. Moreover, the country’s economy has an important influence on its fellow Central and Eastern African economies. Seventy-nine percent of ICT investments originate from the UK, and key export markets include the other African countries (more than 50%), Europe (32%) and North America (17%). Purchases by the South African government represent around one sixth of all ICT turnover. Investments in the ICT sector have a direct impact on the modernization of the primary industry.

The most important ICT agglomeration is the Johannesburg region. Gauteng is by far the most active province, accounting for more than 60% of ICT companies, and most multinationals are present in this region. It is followed by the Western Cape (with 14% of all ICT companies) and Kwazulu Natal (10%), dominated mainly by national companies.
The most developed African market and infrastructure has become one of the most important destinations for the outsourcing of IT activities, due to the presence of skilled workers, time-zone compatibility with Europe, English language skills, a favourable exchange rate, and an advanced telecommunications industry. Outsourcing mostly includes the processing of accounts and claims, as well as the presence of numerous call centres.

Telecommunications is one of the fastest-growing sectors of the South African economy, reflecting the rapid growth of mobility, and a more sluggish growth of the broadband access. The entire telecom network is digitalized and includes the latest technology in the shape of wireless and satellite communication.

Software companies have developed comparative advantages in application development, networks, systems integration, database administration and web development. South Africa's ICT industry is a technological leader, especially in electronic banking services. Testing and piloting systems also represent a promising opportunity in South Africa. The consumer electronics sector is also in continuous expansion.

The following image shows the concentration of ICT partners within South Africa.

Database South Africa

To create your own company selections for South Africa
Try our online selection tool >>here

For further information about our channel statistics
and services for South Africa >>Contact us here

FURTHER SOURCES OF INFORMATION

Distribution players:
AXIZ Workgroup (PYT) Ltd ; DCC DRIVE CONTROL CORPORATION PTY Ltd ; RECTRON (PYT) LTD
IT Channel Press & Players:
CRN (CMP)
Public organisations & Useful Associations:
Information Industry South Africa (IISA) , Information Technology Association of South Africa (ITA)

USEFUL LINKS

OECD: South Africa Information
OECD: ICT Information
CIA: South Africa information

OTHER LINKS THAT MAY INTEREST YOU


Channel Information for another country in EMEA	ICT Industry Statistics	Contact a consultant

Managing and optimizing your distribution network

2016-08-16T14:50:00+02:00

If you are looking to optimize your sales and marketing approach to your distribution network, you will first need to understand its strengths and weaknesses, gain insight into your market share for each point of sale and ensure that you are using the relevant account by account approach. compuBase has a range of services to help you achieve this:

Channel Ranking

Channel Ranking provides you with a list of partners in your market with an estimation of their revenues in your product category. The results of this analysis are provided in the form of a database delivered in Excel format.
Channel Ranking enables you to better allocate sales and marketing resources.
• LEARN MORE (detailed description of the process and methodology, client cases and ROI, cost concept, timeframes, prerequisites…)

Channel Benchmarking

Channel Benchmarking enables you to understand your distribution network's strengths and weaknesses in relation to those of your competitors on a given market.
The analysis is delivered in the form of a study which will help you formulate recruitment and communication strategies.
• LEARN MORE: (detailed description of the process and methodology, client cases and ROI, cost concept, timeframes, prerequisites...)
• SEE THE DEMO

Channel Scoring

Channel Scoring is the most complete exercise in terms of optimising an indirect sales network.
The aim of this service is to define your sales and marketing strategy account by account: Conquer, Keep, Educate, Inform, etc., according to your quantitative and qualitative strengths and weaknesses.
• LEARN MORE ( Detailed description of process and methodology, client case and ROI, cost concept, times, prerequisites…)

Channel Share of Wallet

This estimation of your wallet share per partner is made after Channel Ranking. It is achieved by comparing your sales data per partner with that partner's turnover in your product category. This exercise requires the sales data for each reseller. The end result is that you will be able to assess the potential increase in turnover per partner.
• LEARN MORE ( Detailed description of process and methodology, client case and ROI, cost concept, times, prerequisites…)

OTHER LINKS

Expanding an indirect sales network
Client feedback
How to manage your wholesaler reports
Database, merge, purge and cleaning
Contact a consultant