Email this article   Print article 

Survey: Is the Channel Ready To Go Global?

By , CRN
March 15, 2006    4:23 PM ET

Results from VARBusiness' IQ Survey, fielded last month, among roughly 200 U.S. solution providers:

What is the extent of your business/sales operations?

  • Local—45%
  • Regional/domestic—45%
  • Nationwide/domestic—34%
  • Global—18%
  • International/North America—17%
  • Other—3%

    If your business is international, what is your primary international market?

  • Europe (including Russia)—38%
  • Asia-Pacific—10%
  • South America—8%
  • Africa—4%
  • India —4%
  • China—4%
  • Middle East—1%
  • Other—31%

    What is your revenue breakdown?

  • Domestic/Mean—89%
  • International/Mean—11%

    When conducting international business, you...

  • Work independently to establish a presence in foreign markets—24%
  • Partner with solution providers in foreign markets—22%
  • Work with vendors to penetrate foreign markets—17%
  • Other—5%
  • Not applicable, do not focus, nor plan to focus, internationally—58%

    What is your biggest obstacle to expanding internationally?

  • Lack of understanding of international markets—13%
  • Cost of international expansion—12%
  • Communications and travel—9%
  • International business regulations, tariffs and customs—8%
  • No demand for products and services in foreign markets—4%
  • Price of products and services—4%
  • Other—4%
  • Not applicable, do not focus, nor plan to focus, internationally—46%

    What types of international ventures are you involved or interested in?

  • Partnering with foreign solution providers on selling into/developing markets—25%
  • Working with vendors to enter/develop international markets—24%
  • Partnering with foreign solution providers/ISVs on development projects—19%
  • Partnering with foreign solution providers for lower labor costs—11%
  • Other—3%
  • Not applicable, do not focus, nor plan to focus, internationally—57%

    Which market segment do you derive the majority of your revenues/sales?

  • Small business (1-99 employees)—44%
  • Midmarket (100-999 employees)—3%
  • Large enterprise (1,000-9,999 employees)—15%
  • Very large enterprise (10,000+ employees)—8%
  • Home/consumers—8%
  • Other—2%

    What is your gross 2005 revenue?

  • Mean—$26,809,328
  • Median—$1,300,000

    Please check your company's primary specialty

  • Implement total or custom solutions that include hardware, software and services—54%
  • Consulting services (e.g., business strategy, technology, or marketing/branding strategy)—50%
  • Specialize in networking infrastructure and/or telecom design/installation—29%
  • Specialize in Internet integration or services including e-business solutions and Web site development—23%
  • Provide managed services, such as security monitoring and response, storage and backup, disaster recovery, network monitoring and management —23%
  • White box/systems builder—22%
  • Develop custom software/ISV—20%
  • Provide application hosting (ASP) including office suite, database, graphics, and vertical applications over the Internet —14%
  • Provide Internet connectivity and hosting—13%
  • Web integrator—9%
  • Other—10%

    Email this article   Print article 

    More Channel Programs

    Comments by
    • Recent Articles

    Five Companies That Dropped The Ball This Week

    For the week ending Feb. 10, CRN looks at five companies that were either asleep at the wheel or just didn't make good decisions.

    Five Companies That Came To Win This Week

    For the week ending Feb. 10, CRN looks at five companies that brought their 'A' game and made moves to beat out competitors

    10 Challenges That HP Wants Partners To Tackle Right Now

    CRN speaks with HP's business unit chiefs to get a sense of where they'd like partners to focus in the coming year, as well as how CEO Meg Whitman is making a difference.
      More Slide Shows




    Related Videos
    Loading...


     




    Related Articles


    CHANNELCASTS