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Software Partnering And Channel Strategy: Selling Models, Revenue Ratios, Software Market Forecasts To 2003

  • ID: 34153
  • Report
  • January 1998
  • Region: Global
  • 230 pages
  • Wintergreen Research, Inc
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Software business sales strategy emphasizes the development of a targeted line of software products for business and personal use, marketed through multiple channels of distribution. IBM, Microsoft, and Autodesk illustrate companies that have been extremely successful utilizing a partnering strategy for sales of product and product upgrades.

OEM supply of software represents a significant means of software distribution. Microsoft and a range of smaller companies have been particularly successful using OEM strategy to have hardware suppliers ship units with software preinstalled.

Software products are highly targeted. Platforms and applications product groups are responsible for a particular area of software development and marketing. Platforms groups develop operating systems that are targeted by industry to PCs and servers by resellers.

Applications and tools groups create applications and software development products. The consumer platforms group develops system software for intelligent devices.

Software sales organizations are responsible for building long-term business relationships with the channel and with large customers. Groups are organized to serve various customer types, including original equipment manufacturers (OEMs), end-users, organizations, enterprises, application developers, Internet content providers (ICPs), and infrastructure owners. Large enterprises offer tailored license programs, enterprise-wide support, consulting services, and other specialized services.

The report addresses the following issues:

- Market strategies for partnering
- Strategic positioning of software companies
- Strategic market alliances / Market directions
- Risk/reward scenarios
- Access to customer bases

Following is a list of the companies profiled in this report:

- Aspect
- AutoDesk
- BEA
- BMC
- Candle
- CHS Electronics
- CompUSA
- IBM
- Ingram Micro
- Inacom
- Microsoft
- Merisel
- Netscape
- New Era of Networks (Neon)
- Oracle
- Scopus Technology
- Symantec
- Tech Data
- Wind River

This report consists of over 230 pages and includes 70 tables and figures.
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TABLE OF CONTENTS:

EXECUTIVE SUMMARY

MARKET DEFINITION AND DIRECTIONS:

Business Model

MARKET CHANNEL DESCRIPTION:

Indirect Sales Channels

Resellers

Distributors

OEM

Systems Integrators

Margins

DIRECT SALES

ORGANIZATIONS

Commissions

Incentives

Customer Support

Number of sales people

US

Rest of World

Training

STRATEGIC POSITIONING:

The value of partnering

Selected company partnering

Extending the customer base

PARTNERING STRATEGY:

Business Sales

Distribution

Leading Resellers

TeleSALES

Channels

Integration Services

COMPETITION

Internet Providers

Distributors and Resellers

Large Accounts

Systems Integration Providers

OEM Channel

MARKET FORECASTS:

International Sales

Advertising

Low Margins

Distribution

Fragmented Markets

Products And Customers

Product Development

Trends

Wholesale Distribution Business

Market Momentum

Sales Costs

Cost Structure

Cost Of Revenue

SOFTWARE SALES MARKET DYNAMICS:

Competition

Product Upgrades

Channel Mix

OEM Software Revenue Forecasts

COMPANY INITIATIVES:

IBM E-Business Initiative

Microsoft

Organization Licenses

Sales, Marketing Investments.

Marketing And Distribution

Distributors, Resellers, OEM

Channel Strategy

Channel Revenue

Server Applications

Market Presence

Aspect Product Pricing

Symantec

Products

Sales And Marketing

International Distribution

BEA

BEA TUXEDO

Autodesk

Marketing and Sales

Shipments

SAP Industry Solutions

Aspect

Aspect Financials

Ingram Micro

Inacom

CHS Electronics

Tech Data Business Strategy

Balanced Product Mix

Customer Service

Sales Force

CompUSA

TECHNOLOGY:

APIs

On-line Information System

CTI Technology

Distribution Centers

Technology Planning

Technology Procurement

COMPANY DESCRIPTIONS:

Aspect

AutoDesk

BEA

Direct Sales

Product Sales

Implementation Cycle

BMC

Candle

Candle MQSeries Admin

CHS Electronics

CompUSA

IBM

Ingram Micro

Inacom

Microsoft

Merisel

Netscape

Marketing

Marketing On The Internet

Target Marketing

Netscape Distribution

Netscape Direct Sales

Netscape Telephone Sales

New Era of Networks (Neon)Oracle

Scopus Technology

Symantec

Tech Data

Wind river

PARTNERING STRATEGY:

IBM Innovative Partnering

Neon MQIntegrator

Microsoft partners

BEA Strategic Partner Relations

Autodesk

FRAMEWORKS AND PLATFORMS:

Core Business

Marketing and Distribution

Certified Solution Provider programs

Software Customers

Customer Focus

Customer Feedback Loop

Branding

Value Of Logo

EAI Frameworks

Candle

CTI Frameworks

AVT
Note: Product cover images may vary from those shown
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