compuBase: The Leading ICT Channel Intelligence Company

Optimizing your distribution channel

Wed, 20 Dec 2023 13:28:00 +0100

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

ICT Channel in Finland

Thu, 28 Feb 2019 16:50:00 +0100

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

ICT Market Tendencies

A long time under the influence of the Russian culture and economy (mostly due to its common history and geographic proximity), Finland is today an integral part of the European Union and remains the only Northern country to have joined the Euro Zone.

Finland’s achievements in the ICT sector are closely related to the important investments made in the R&D infrastructure, a very technology-oriented culture and technology-educated skills. Therefore, the country is perceived as one of the most specialized and competitive poles for the ICT sector. Finnish end-users tend to assimilate technological changes quickly. The market is small, representing barely 2% of the total EU ICT market.

Finnish ICT channel activity is divided between resellers (32%), services (38%), software publishers (20%) and manufacturers (6%). VARs represent 30% of the total channel population. The most important IT growth clusters are Helsinki and its three surrounding cities (Espoo, Vantaa and Kauniainen). Another fast growing technological cluster is Oulu in the Northern area.
The degree of outsourcing is also quite high in the sector (70% of companies have outsourced ICT services). Like all Nordic countries, Finland is no exception regarding the hardware market. The market has reached maturity.

The software solution market is equally highly developed. SMB companies remain the main sales target (85% of the channel address these end-users), followed by large accounts (80%). In addition, the security software market is also dynamic and highly specialized. Mobile security solutions such as VPN are currently in high demand.

Finland is one of the leading countries in telecommunications. Due to its developed infrastructure, its telecom cluster and 3G+ mobile features are closely linked to other industries. WLAN and WiMax technologies are very advanced. Electronics and software developers are the main telecom drivers. Content producers and digital media companies are also doing well. In parallel, other areas such as e-commerce are expected to expand gradually.
Finland is also the homeland of Nokia and the development of this company has greatly impacted the economic development of Finland, as a great number of ICT partners and subcontractors have indirectly benefitted from it.

On the consumer electronics market, HDTV sales continue their growing trend, followed by digital high-tech electronic products.

The following image shows the concentration of ICT partners in our database for Finland.

Database Finland - Click on any cell in the table to see the corresponding selection

Create Your Own Counts For Finland With Our Online Selection Tool

compuBase has developed a very powerful but easy to access tool. It allows you to perform targeting and instantly know the volume of potential partners for your activity. The counting functions are accessible without subscription.

FURTHER SOURCES OF INFORMATION

Distribution players:
TECH DATA Finland OY ; ALSO Finland OY ; ARROW ECS Finland OY ; SUOMEN ADDON OY ; NDC-PIKARATATKAISUT OY
IT Channel Press & Players:
IT Branschen
Public organisations & Useful Associations:
Federation of the Finnish Technology Industries, MindTrek

USEFUL LINKS

OECD: Finland information
OECD: ICT Statistics
CIA: Finland information

OTHER LINKS THAT MAY INTEREST YOU


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

Analysis of ICT distribution in Italy

Tue, 21 Aug 2012 10:59:00 +0200

Main characteristics of the Italian market

- 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

Content

> Quantitative analysis of the market players: distribution by region and by activity
> Services and software publishing: major actors by category
> Resellers: resale categories and products sold (market capacity)
> Market experience and presence: players by size and vertical market penetration
> Partners sales: sales areas, targets and methods

This study is available in English and in Italian

OTHER LINKS

Further channel information on Italy and other countries in EMEA
ICT industry statistics
Contact a consultant

OTHER COUNTRIES - ICT PARTNERS DATA

Western Europe	Eastern & Central Europe	Africa & Middle East	America
Austria	Poland	North Africa	Canada
Switzerland	Czech Republic	Algeria	United States
Germany	Hungary	Tunisia	Latin America
Spain		Morocco
Portugal	Russia	Central Africa
France		Eastern Africa	PACIFIC
United Kingdom		Southern Africa	Australia
Ireland			New Zealand
Belgique
Netherlands
Belgium
Italy
Denmark
Finland
Norway
Sweeden

Promote your brand in multiple on-line e-directories.

Mon, 19 Mar 2012 12:13:00 +0100

using our XBase technology compuBase can integrate directory "bricks" into external web sites providing another means for your to promote your company and brands.

Highlighting partners and their certifications in e-directories

Partner certifications for companies and brands can be displayed on the partner datafiles in the search results

This is very simple to put into place, all we need is :
- The certification logo (dimensions: 90 x 45 pixels)
- A text of max.250 characters highlighting the benefits for the end-user client to work with a certified partner
- The list of certified companies, which must include the VAT registration number for each company. We can set up an FTP system to upload regular updates.
If you are looking for new certified resellers we would also require
- A text describing the conditions for becoming a certified reseller
- A description of the type of partner you are looking for

For further information on this subject please contact Alexandre Cros au +33 -1 69 18 34 38.
or complete the information request form mentioning the subject in the comments box..

Information request form

OTHER LINKS

Communicating to the ICT Channel
Contact a consultant