Tag Archives: ChannelWatch

At the heart of the CIO’s agenda: Business analytics is the stand-out technology investment in 2017

The recently published “State of IT” 2017 annual survey by Salesforce reveals that IT in industry is experiencing the biggest historical shift of its role to date, from a straightforward cost centre to a service delivering value and innovation, the “central nervous system” of modern business, “partnering with departments to orchestrate experiences with connected data sources and new capabilities”.

With this has come a significant change in the role of the Chief information officer (CIO). No longer just there to keep the lights on, the CIO is increasingly at the heart of the enterprise providing more customer-focused business analytics. Vala Afshar, Salesforce Chief Digital Evangelist, writes that “to be successful, modern CIOs must abandon their tendencies toward control and adopt an outlook that is more collaborative and customer-centric than ever.” There is evidence already that this attitude is becoming commonplace, with 61% of IT leaders saying that providing a single view of the customer is a high priority over the next 12–18 months.

Despite this shift, there remains an uncomfortable mismatch between business strategy and expectations, as CIO priorities are evolving rapidly but traditional views of the CIO as chiefly an operational role are yet to be shrugged off. The Salesforce survey found that 77% of IT leaders now view IT as an extension/partner of business units rather than a separate function. Yet a CIO survey by Deloitte’s found that while 78% of the CIOs polled said that strategic alignment on IT was essential to their success, only 36% ranked their organisation as “excellent” or “leading” in this capability.

A look at IT distribution
Like the business CIO, technology distributors worldwide are intent on making analytics a key area of investment. GTDC’s recently published report, “Insights into 2017 – Channel Executives and distribution leaders share their partner perspectives”, considered analytics as a key focus for distributors. Far from being a new area, analytics in 2017 promises distributors further innovation, incremental revenue and profit potential through the development of complex business intelligence (BI) solutions. As one Distribution executive put it:

“We’re using Analytics to identify opportunities for our business partners. For example, bringing new products to partners. We continually do an analysis of customers for the last two years. We have to move faster in investing in some next-generation areas and help our partners learn how to monetize these new opportunities. That’s really key for us.” — Miriam Murphy, Senior Vice President, North Region EMEA, Avnet TS.

Key questions for CONTEXT’s upcoming Channel Research Group
CONTEXT will be exploring the role of BI and analytics in the inaugural meeting of its Channel Research Group on May 30th in London, UK, asking the following questions to its Distribution, Reseller and Vendor partners:

  • What kind of opportunity is BI/Analytics to your business?
  • Has your company benefited from BI/Analytics information provided by a 3rd party?
  • How are you currently investing in BI? Is this for your own business or to help your partners develop BI solutions in their business?

For more information on CONTEXT’s Channel Research Group, please contact us!

by CS

 

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Channel to Print Vendors: Clearer labeling is needed!

According to the latest CONTEXT ChannelWatch, European channel players believe print manufacturers could do “a lot more” to stop counterfeit toner cartridges flooding the market.

The call to action for vendors to label their products better comes from over 2,000 business owners and senior managers at key channel businesses across Western Europe. The in-depth report is compiled from interviews with these organisations including resellers, vendors, retailers and distributors.

When asked who they thought could do the most to stop the growing problem of illegal printer consumables in the region, a clear majority (55%) claimed print vendors could do “a lot more”, although a significant minority claimed the channel (37%) and government (35%) could do the same.

When it came to government, however, a large number of respondents (30%) claimed they “don’t know” what role it should take.

The problem as the channel sees it lies in the packaging of illegal toner cartridges.

Over half (58%) of resellers told us it would be easy for them to spot counterfeits, but just 15% of them said they thought it would be simple for their customers.

Clearly labelled packaging (73%) for re-manufactured and legal compatibles was called out as the best solution to the counterfeit problem amongst other suggestions.

Some major print vendors are taking the initiative, raising public awareness, training channel partners, monitoring sales via distribution channels, and most importantly – seizing counterfeit goods and taking their manufacturers and resellers to court.

HP Inc. seized more than 12 million items and enforced over 1800 actions across EMEA between 2011 and 2015, while Kyocera seized €10m worth of counterfeit goods in FY 2015. But between just April and May this year Kyocera reported the capture of goods worth over €5m – an indication of the escalating scale of the problem.

Some vendors have also responded with secure holographic seals, serial numbers and other innovative features to help distinguish genuine from counterfeit products.

The new ChannelWatch report from CONTEXT covers this and other key channel trends in detail, shining an important light on what resellers from the UK, Spain, Portugal, France, Germany and Italy really think. To request a copy of the report or to speak to someone, please contact tgibbons@contextworld.com.

by TG

 

 

 

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Mobile security represents untapped growth opportunity for ICT channel players

According to results of the recent CONTEXT ChannelWatch survey, the majority of resellers across EMEA believe there are increased opportunities in selling mobile products.

The CONTEXT ChannelWatch report, which surveys close to 7000 resellers in EMEA, highlights that 88% of resellers backed this fast-growing sector. Tablets (67%), notebooks (56%) and smartphones (49%) were singled out as driving distribution sales.

As the annual Infosecurity Show in London gets underway today, the ChannelWatch results show that more specifically, mobile security was highlighted as representing a potentially large untapped growth opportunity for many channel players. Half of all respondents from Western Europe said they currently don’t address security projects for mobiles for their business customers. Of those that do, the vast majority (69%) focus on small and medium sized businesses (SMBs).

In Eastern Europe, nearly two-thirds of channel players (64%) are currently not involved in mobile security projects for business customers – a much higher figure than in the West (50%). Of those that do, the vast majority (76%) focus on SMBs.

While half of the resellers polled said they weren’t engaged in security projects yet, this represents a huge opportunity for them going forward. With security top of mind in many businesses we expect to see growth in this area going forward.

CONTEXT ChannelWatch is an annual research study that provides the most detailed insight into reseller behaviour, opinions and attitudes from across EMEA. With 6799 responding to the 2014 review making it the largest study of its kind.

Working closely with our distribution Panel, we achieve the maximum response in each market and region by inviting our participating distributors to send to their entire database. The online survey is then completed by the reseller response aggregated to ensure that confidentiality remains. More on CONTEXT ChannelWatch here.

 

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CONTEXT ChannelWatch reveals wave of optimism across EMEA ICT channel

There’s a feeling of optimism in Western Europe’s ICT channel according to results of the annual CONTEXT ChannelWatch research study. The research provides detailed insight into reseller behaviour, opinions and attitudes across EMEA. With over 6700 responding to the latest survey, which ran towards the end of last year, the study is the largest online research of its kind.

When canvassing the opinions of resellers and retailers across the EMEA region, over a third of those polled (41%) predicted an upturn in their businesses for this year. More specifically, almost half (48%) predicted that notebooks with removable screens would be adopted more than any other touch-screen mobile devices.

Survey results also reveal that there’s a huge opportunity for the channel in mobile security going forward. Half of all respondents interviewed claimed they currently don’t address such customer needs. Of those that do, the majority (69%) focus on small and medium sized businesses.

As part of the annual CONTEXT ChannelWatch survey, participating resellers in the region are award the title of European ICT Distributor of the Year. The award is based on the views of 3,500 ITC Resellers across EMEA and the methodology for selecting the winner of the award is rigorous.  First resellers are asked to rate their distributors on a variety of topics, such as “Speed of Delivery”, “Ease of Doing Business” and “Web Interface”.  These ratings are then weighted by a second series of questions about which of their distributors’ services they consider most important to them.  For example, “An Effective Partner Portal” was the most highly valued of all.  The results of these two questions are then added to a comprehensive question asking for resellers’ overall rating of their distributors and a final score is then derived.

Stay tuned for an announcement of all the winners, which will be revealed next week!

 

 

 

 

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