
	RESEARCH
SALES OUT DATA REPORTS WHITE PAPERS FINANCIAL BENCHMARK STUDY

RESEARCH

The GTDC provides value to its members as well as to the vendors, analysts and journalists through unique and detailed investigative projects and information gathering. Working with skilled third-party research organizations, the GTDC obtains and shares detailed, industry-specific data that answers questions about market opportunities, sales levels and cost efficiencies in the channel.

Included among these reports are:

Demand Generation Study
Distribution Financial Performance
Facts & Figures
Ship and Debit Study

Financial Benchmark Study
In 2007, the GTDC commissioned Rob Damron of 21st Century Equity Advisors to compare and contrast financial performance of IT distributors and IT vendors. The analysis was based on 2006 publicly available earnings records. Some key findings were:

Distributors' gross margins have remained relatively constant at eight percent during the previous five years.
Due to improved productivity and increased efficiency, distributors have reduced operating expenses as a percent of sales from 7.0 percent in 2002 to 5.8 percent in 2006.
Distributors' operating margins have grown to 2.2 percent in 2006 - up from 1.2 percent in 2002 - thanks to stable gross margins and productivity improvement

To view the complete presentation, please click here.

Solution Provider Survey
What are reseller attitudes towards vendors' channel programs? The GDTC sponsored a study to find out. Conducted during a two-month period by Dave Gilliland of Colorado State University and Steve Kim of Oregon State University, more than 3,000 resellers were asked how they evaluate channel programs. The effects (positive and negative) of reseller perceptions were also analyzed.

Executive Summary:

Reseller evaluation of vendor programs is a complex issue, consisting of three independent facets:
1. Amount of revenue
2. Fairness of the relationship
3. Extent the vendor "fits and supports" the reseller's strategic direction
Each facet motivates different attitudes and behaviors in resellers (some good, some not so good).
Relationships among vendors and resellers can be described as "loose at best"
Money matters .but bottom-line considerations are not always immediately apparent
Resellers see vendor communications programs as important

Best opportunities for program improvement:

Clear communications of program changes
Favorable revenue programs
Field sales support
Clearly specified rules of engagement