TOP 10 LIST: VALUABLE
LESSONS VARS
AND VENDORS CAN LEARN FROM THE MIDMARKET |
 |
No
one vendor owns this space |
|
Solution Providers
have strong brand inside this market segment |
|
Largely ignored
by the major players, underappreciated segment |
|
Customer solutions
driven by partnerships among SPs |
|
Vertical markets
dominate led by finance, insurance, real estate |
|
VARs targeting
this segment are more upbeat about spending than in other segments |
|
Strong usage
of desktops with Dell seen as top brand |
|
Is Midmarket
strategic or opportunistic due to enterprise downturn? |
|
Vendors are starting
to configure products for this segment |
|
Distribution
strategies for Midmarket are emerging |
BEST PRACTICES: JOURNEY
INTO A
NEW SUPPLY CHAIN TOOLBOX - KEY LEARNINGS |
|
Industry consolidations have increased the needs for supplier relationships |
|
Continuous Improvement requires linkages between customers and suppliers |
|
Supplier relationships must be carefully planned and managed |
|
Lean Supply chains will result in incremental profitability for everyone in the chain |
|
Adversarial relationships will place parties at competitive disadvantage |
|
Distributors will play an increasingly important ole in the supply chains of the future |
|
Most companies need to segment the purchasing portfolio |
|
Strategic relationships will be principle based in the future |
|
Gain-share will play a role in the future |
|
Supply risk management will be a key concern in the future |
SEVEN MISTAKES VENDORS
MAKE WHEN
TARGETING THE SMALL-BUSINESS MARKET
Gartner report and CMP Media Summit Presentation |
|
Mistake
No. 1: Offering Tweaked Large-Business and Consumer Solutions |
|
Mistake No. 2:
One-Size-Fits-All Offerings: Selling Vanilla IT Products To
The Entire SMB Market Rarely Results In Much Traction |
|
Mistake No. 3:
Selling Technology Solutions vs. Business Solutions |
|
Mistake No. 4:
Weak Channel Strategy |
|
Mistake No. 5:
Competing On Price Alone |
|
Mistake No. 6:
Selling Distinct Individual Products vs. Integrated Solutions |
|
Mistake No. 7:
Perceived Lack Of Commitment |
