Dedicated To More Channel Intelligence

A million years ago, I got almost the exact same scores on the verbal and mathematical sections of the SATs, which was a shock to me because algebra, geometry and calculus weren't exactly innate skills. You can guess which path I chose, but lately I've haven't been able to escape the numbers.

HEATHER CLANCY Can be reached via e-mail at hclancy@cmp.com.

The fact is, CRN and the CMP Channel Group own a wealth of information related to the solution provider community, from profitability metrics to sales expectations. Our very own research editor, Jeanette Boyne, has just finished overhauling the model for our monthly solution provider polls: We've updated the quarterly edition to make it simpler for you to fill out. During the other months, we'll be running spot checks on industry trends. First up: our Windows Vista adoption predictions, slated for publication on Feb. 19. We've teamed up with Cowen and Co. to collect two sets of data: solution providers' expectations for the wave in the SMB market, and enterprises' impression of the update and when they'll spend. By combining our forces, we've created a richer set of statistics for you to use in planning your business.

I'm also thrilled to talk up an existing relationship that is about to get a whole lot closer, our alliance with the NPD Group, our neighbors in Port Washington, N.Y.

For some time now, we've featured charts based on market-share data collected by NPD as part of its Distributor Track service, which aggregates sell-through data from various larger distributors, including members of the well-respected Global Technology Distribution Council. Next month, we will roll up all the 2006 data into a brand-new CRN Perspectives report called Channel Best-Sellers. Unlike our other mammoth research project, Channel Champions, which rates vendors in select product categories along financial, programmatic and technical metrics, Channel Best-Sellers is about sales and revenue. More specifically, it's about sales and revenue through the channel. We just received the data and are hard at work interpreting it—with your input, of course. We'll be reporting both the top five share holders for each category, as well as the fastest-growing vendors.

"From a reseller perspective, it's important to understand what brands are gaining share vs. which brands are losing share and why. If you're trying to understand what to put into a solution, it's a big deal," said NPD Research Director Karl Werner.

Later this year, we'll be working closely with NPD on two other research initiatives that they have in the works: data that tracks services contracts and warranties sold through distribution and an invoice-level project that will more closely examine the "clothing" or attach rates associated with various products. "Our data allow for a lot of flexibility in terms of data mining and looking for trends," Werner said. And CRN will be reporting on those trends.

What stats does your business team need?
CRN Editor Heather Clancy welcomes feed back at hclancy@cmp.com.