Abstract
This IDC study examines how vendors and their channels are successfully selling
document solutions. "Vendors will need to understand the unique requirements of
their various channels to improve penetration in the market for document
solutions. Channels can provide key insight into the "view from the street,"
which in turn can help vendors modify their market programs leading to improved
revenue results," according to Michael Orasin, research manager for Hardcopy
Document Solutions, IDC.
Table of Contents
- Table of Contents
- IDC Opinion
- In this Study
- Methodology
- Table: Document Solutions Company Types Interviewed
- Situation Overview
- What' s Behind the Document Solutions Push
- Copier Dealer Perspectives on Selling Document Solutions
- Dealer and IDC Definitions of Document Solutions
- Dealer Respondent Snapshot - Company Size and Leading Solutions
- Selling Document Solutions - Successes and Challenges
- Inability to Sell as Wide a Portfolio as Vendors Offer
- Partnering and Hiring Are Critical
- Business Models and Margins
- Table: Copier Dealer Market Range Analysis
- Table: Copier Dealer Margin, 2006
- Vendor Support - What Works, What More Is Needed
- Dealer Outlook on Document Solutions
- Key Takeaways
- IT Reseller Perspectives on Selling Document Solutions
- IT Reseller Respondents - A Snapshot Profile
- Selling Document Solutions- Successes and Challenges
- IT Reseller Outlook on Document Solutions
- Key Takeaways
- Hardcopy Vendor Perspectives on Selling Document Solutions
- Vendor Respondents - Snapshot Profile
- Selling Document Solutions - Successes and Challenges
- Less Experienced Vendor Lessons
- Experienced Vendor Lessons
- Vendor Outlook on Document Solutions
- Key Takeaways
- Future Outlook
- Essential Guidance
- Actions to Consider: Copier Dealer Channels
- Actions to Consider: Hardcopy Vendors
- Actions to Consider: IT Resellers
- Learn More
- Related Research
- Synopsis
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