2010 UK Small and Medium Business Channel Partners Annual Market Overview

AMI Partners, October 2010

As the United Kingdom comes out of the recession, the UK Channel Partner market has undergone quite a transformation.

This report is an opportunity assessment and evaluates changing skills of channel partners and the impact of Cloud services on the Partner Ecosystem.

Some of but not all the topics broached are:

- To what extent is the Cloud Service Offerings by SMB Channel Partners growing?
- How is the transformation in partners’ overall strategies and business model affected?
- To what degree will growth of the SMB Hosted Applications center around customer and database management?
- What is the focus on newer marketing initiatives?
- How is Vertical Specialization affecting partners?

Top Trends and Key Takeaways in the SMB Channel Partner Market

Executive Summary – Top Trends and Takeaways in the SMB Channel Partner Market

Trend # 1. Significant Growth Among Partners Offering Cloud Services

Trend # 2. Transformation In Partners’ Overall Strategy And Business Model, Due To The Cloud

Trend # 3. Growth Of SMB Hosted Applications Will Center Around Customer And Database Management.

Trend # 4. Distributors’ Increasing Their Influence in the SMB Market and the Cloud

Trend # 5. Push Towards Converged Infrastructure and Virtualization

Trend # 6. Partner Market Consolidation

Trend # 7. Diversified Product Portfolio

Trend # 8. Focus On Newer Marketing Initiatives

Trend # 9. Telecom partners diversifying their portfolio, especially towards cloud services.

Trend # 10. Vertical Specialization

Trend # 11. The Smartphone Market Witnessing Large Partner Migration

Trend # 12. Training and Customer Service are Top of Mind for Partners when Assessing a Vendor

Total Addressable Market

Executive Summary: Market Size

U.K. Channel Partner Universe

U.K. Regional Distribution of SMB CPs

SMB CPs Breakout By Primary Business

SaaS Partner Profile and Behavior

Summary: Software-as-a-Service (SaaS

Profile of Target SaaS Provider

U.K. SMB CPs : SaaS Overview

U.K. SMB CPs : SaaS Applications Currently Offered and Plans

U.K. SMB CPs : SaaS Profile

U.K. SMB CPs : Top SaaS Vendors

Comparison of SaaS Partners vs. Non-SaaS Partners

U.K. SMB CPs: Firmographic Comparison of Partners that Currently Offer and Do not Offer SaaS

U.K. SMB CPs: Business Challenges & IT Priorities of Partners Who Currently Offer vs. Do Not Offer SaaS

U.K. SMB CPs: Product/Service Offerings of Partners Who Currently Offer vs. Do Not Offer SaaS

Remote Managed Services Partner Profile and Behavior

Summary: Remote Managed Services (RMS)

Profile of Target RMS Provider

Targeting RMS Partners

U.K. SMB CPs : Remote Managed Services Offered

U.K. SMB CPs : RMS’ Partner Model

U.K. SMB CPs: Remote-Managed Services Partner Profile

U.K. SMB CPs : Top Reasons For Offering/Planning to Offer RMS

U.K. SMB CPs: Biggest Challenges/Issues with Offering RMS

U.K. SMB CPs: Reasons for Not Offering Remote-Managed Services/SaaS

Comparison of SaaS Partners vs. Non-SaaS Partners

Summary: Comparison Of Remote Managed Services (RMS) Partners With Those That Do Not Offer RMS

U.K. SMB CPs: Firmographic Comparison of Partners Who Currently Offer vs Do Not Offer RMS
U.K. SMB CPs: Business Challenges & IT Priorities of Partners Who Currently Offer vs. Do Not Offer RMS

U.K. SMB CPs: Product/Service Offerings of Partners Who Currently Offer vs. Do Not Offer RMS

Attitudes and Plans of SMB Partners

Executive Summary: Challenges Faced by Partners

Executive Summary: Attitudes

U.K. SMB CPs : Business Challenges Faced & Actions Taken to Overcome Them

U.K. SMB CPs : Importance of ICT Solutions

Product and Solution Offerings

Executive Summary: Product and Service offerings
Summary: Product and Service offerings

U.K. SMB CPs: Product and Solution Offerings

U.K. SMB CP: Product and Solution Offerings by Partner Type

U.K. SMB CPs : Computing Hardware Breakouts

U.K. SMB CPs : Microprocessor Share by Product

U.K. SMB CPs : Networking Hardware Breakouts

U.K. SMB CPs : Software Applications Breakout

U.K. SMB CPs : PC Operating Systems Resold by Partners

U.K. SMB CPs : Storage Solutions Breakout

U.K. SMB CPs : Security Solutions Breakout

U.K. SMB CPs : Telecom Breakout

U.K. SMB CPs : Internet & IT Services Breakout

Summary: Mobile Operating Systems and Applications

U.K. SMB CPs: Mobile Applications and Operating Systems Offered by Partners

U.K. SMB CP: Mobile Applications Offered by Partner Type

Business Models

Summary: Revenue and Business Model

U.K. SMB CPs : Revenue Model

U.K. SMB CPs : Primary Business of Partners

U.K. SMB CPs : Gross Margins Derived

U.K. SMB CPs : Purchase Model

Vertical Focus

Summary: Vertical Specialization

U.K. SMB CPs: Vertical Specialization of Partners

U.K. SMB CPs: What Drives Partners to Target New Verticals Over the Next 12 Months

U.K. SMB CP: Verticals Specialization by Partner Type

Marketing Support and Decision Making Process

Summary: Marketing Skill Sets of Partners and Vendor Support

U.K. SMB CPs: Marketing Competency of Partners

U.K. SMB CPs: Vendor Service and Support

Firmographics

Summary: Firmographics

U.K. SMB CPs : Firmographic Profile

U.K. SMB CPs : Revenue Breakdown

U.K. SMB CP: Revenue Breakout by Customer Size by Partner Type

U.K. SMB CPs: Customer Breakdown

U.K. SMB CPs : Customer Breakdown by Partner Type

Vendor Relationships and Satisfaction Level

Summary: Vendor Partnerships and Certification

U.K. SMB CPs: Brands Offered By Partners – Computing HW, Networking HW, Software

U.K. SMB CPs: Brands Offered By Partners – Security, Storage & Telecom

U.K. SMB CPs: Average Number of Vendor Partnerships

U.K. SMB CPs: Top Vendors by Proportion of Certified Partners

U.K. SMB CPs: Top Vendors by Partners’ Satisfaction Level

Methodology

2010 AMI-Partners Worldwide Channel Partner Studies – Coverage of Top Markets

Legends and Definitions

Legends and Definitions

Topics Covered in this Year’s Survey

Quotas and Methodology

U.K. Channel Partners: Margin of Error

Partner analysis by primary customer size (SB, MB, Enterprise)

U.K. Channel Partners: Core Small Business CPs* Profile

U.K. Channel Partners: Core Medium Business CPs* Profile

U.K. Channel Partners: Core Large Business CPs* Profile

Summary SB CPs

Summary MB CPs

Summary LB CPs

U.K. CP: Revenue Breakout by Customer Size

U.K. CP: Primary Business Activity

U.K. CP: Firmographics

U.K. CP: Average Revenue and Growth

U.K. CP: Channel Partners’ Customers

U.K. CP: Verticals Targeted

U.K. CP: Top Business Challenges

U.K. CP: Actions Being Considered to Overcome Challenges

U.K. CP: Top-of-mind IT Solutions for Partners

U.K. CP: Overall Product and Service Penetratio

U.K. CP: Product and Service Offerings – Computing Hardware

U.K. CP: Product and Service Offerings – Networking Solutions

U.K. CP: Product and Service Offerings – Software Applications

U.K. CP: Product and Service Offerings – Storage Solutions

U.K. CP: Product and Service Offerings – Security Solutions

U.K. CP: Product and Service Offerings - Telecom Equipment & Services

U.K. CP: Processors Sold With PCs

U.K. CP: Branded vs. Unbranded PCs and Servers Sold

U.K. CP: Operating Systems Offered

U.K. CP: Proportion of Partners that develop applications for Mobile Operating Systems

U.K. CP: Mobile Platform that Partners develop applications for

U.K. CP: Software-as-a-Service (SaaS) Overview

U.K. CP: Revenue Derived from SaaS & Top Reasons for Offering SaaS Solutions

U.K. CP: SaaS Applications Offered

U.K. CP: % of Partners that Offer SaaS solutions of the following vendors

U.K. CP: % of Partners Offering Remote Managed Services

U.K. CP: Average Time Offering RMS, Pricing Model & Delivery Model for Providing RMS

U.K. CP: Number of devices remotely managed, Current Revenue and Expected Revenue growth from RMS

U.K. CP: Biggest Challenges/Issues with Offering RMS

U.K. CP: Reasons for Offering Remote Managed Services

U.K. CP: Reasons for Currently Not Offering SaaS or Remote Managed Services

U.K. CP: Overall Revenue from Different Product Categories

U.K. CP: Gross Margins Derived from Different Product Categories

U.K. CP: Purchase Model – From where partners purchase their products and solutions

U.K. CP: Vendor Service & Support that are most Important for Partners

U.K. CP: Marketing Skill sets and Activities

U.K. CP: Brands Currently Sold and Plans – PC, Printer and Microprocessor

U.K. CP: Brands Currently Sold and Plans – Networking Solutions

U.K. CP: Brands Currently Sold and Plans – Software

U.K. CP: Brands Currently Sold and Plans – Storage

U.K. CP: Brands Currently Sold and Plans – Security Solutions

U.K. CP: Brands Currently Sold and Plans – Telecom hardware and services

U.K. CP: Vendor Satisfaction Level

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