Cohesive distribution strategies are directly reflected in a company's channel programs and policies. Discounts, strong support programs and unique lead generating schemes are attractive features offered by many manufacturers today, to help expand sales through indirect channels. But, what works best?
In its standard channel research reports, the Chandler Group analyzes the balance between published programs and functioning reality for all major vendors. Each company report details sensitive program facets and the internal forces impacting them.
Competitive program information and analysis is critical to companies who need to create new ways of capturing market share. Today, as industries mature, there is little room or time for testing strategies. Management must understand the effect of every policy position, whether it works or not and how harmony can be achieved within departments.
In publishing our studies, we take careful measure to understand the total dynamics of each company, environmental pressures, market position and its resellers perspective. We gather information from several sources, interview tactical participants and finally, review our findings with the company, itself.
The Chandler Group , formed in 1988 as a focal point for channel program studies, is the only consulting firm in the technology industry solely committed to the research and analysis of distribution and program strategies. This specialized expertise enables clients to gain in-depth perspective on competitive program offerings.
The company was established to provide accurate, timely and intuitive reseller channel knowledge. Founder Patricia Colbert, has been developing distribution and program strategies for over thirty years. Her credits include: the first retail store opened by a major vendor; the first ISV program where a manufacturer paid a software reseller to participate in the sale; the first 'custom built ' VAR program for real-time systems company; and many VAR, OEM, Integrator programs in between. Colbert has created new distribution channels where none existed, expanded the depth of markets served and enabled manufacturers better production utilization.
Besides researching the dozens of companies it follows, much of the Chandler Group's extra efforts are spent on custom researching competitive data points, developing channel plans and apprising companies of industry trends and directions. The company consults to most of the leading industry vendors, trade associations and journals.
Channel growth depends on many factors that our research addresses. Even the reasons why you may be interested in purchasing it, may vary as well. Take a look at just some of the issues covered in each report.
Annual Program fees
Demo requirements
Product restrictions
Bonus types & levels
Creative financing programs
Warranty terms
Buyer pass-thru programs
Sales training programs
Conversion assistance
Sales tools provided
Program participants
Selection process
Discount schedules
Territorial limitations
Promotional funding
Rebate programs
Local Installation funds
Trade show support
Customer support
Advertising & PR support
Cloud Channels
Internal channel impact
Contract terms
Certification reqs
Credit terms
Leasing options
Sales revenue recognition
Referral fees
Technical training
Benchmark support
Account Mgmnt control
Social networking
Over the years, as you know, vendors have grown, merged and left without a trace, all together. The list of companies we cover constantly changes, based on client input. As each vendor is analyzed twice each year, our list remains current within a six month period. Please go to the Vendor section to see the current list.
Please do not use this data for current tactical measurement. It is dated material and should be used as such.
If you would like to see other vendor samples, please email: pat_thechandlergroup.com
Cisco 35.doc
Microsoft 35.doc
The following vendors are included in our standard report publication rotation. Each is reviewed twice annually. Please choose from the list of vendors for which you would like to obtain a Channel Report.
Hardware Vendors
Avaya
Cisco
Dell
EMC
IBM
Intel
Hitachi Data Systems
HP
Network Appliance
Seagate
Western Digital
Software Vendors
CA
McAfee
Microsoft
Novell
Oracle
SAP
Salesforce.com
Symantec
Trend Micro
VMWare
You have the ability to choose how accessible the channel reports are within your company and how often you need them updated. There are four license options from which to choose. Select one from each section.
Usage
Single use Report License is a one-time soft copy that will not be updated.
Annual Report License is updated twice a year.
Access
Departmental Report License is a limited use license with restrictions on 20 users, the ability to edit and print.
Worldwide Report License is an unlimited use license that allows users to edit and print without restriction.
When selecting to purchase your reports, choose the type of subscription you'd require from License Options . Go to the list of Vendors and select which should be included.
Annual Subscription Single Report
1 Vendor, soft copy Worldwide¹ $8,240.00 5,930.00
Departmental* $5,910.00 $3,570.00
3 Vendors, soft copy Worldwide¹ $22,400.00 $16,170.00
Departmental* $17,100.00 $10,500.00
6 Vendors, soft copy Worldwide $33,900.00 $25,200.00
Departmental* $27,300.00 $20,600.00
10 Vendors, soft copy Worldwide $48,000.00 $38,600.00
Departmental* $42,000.00 $33,400.00
16 Vendors, soft copy Worldwide $68,500.00 $56,360.00
Departmental* $61,100.00 $48,560.00
23 Vendors, soft copy Worldwide $87,500.00 $70,100.00
Departmental* $79,370.00 $63,336.00
¹ Worldwide Licenses include print and edit options.
* Departmental Licenses allow up to 20 users. Please include the email address of the approved users in the order. Departmental Reports are "Read Only".
** All Reports are for Internal Use only by the purchasing Department or Company. Use by Partners or person outside a department or company is strictly prohibited.
*** Terms of Payment are Net 30 days. Extended Terms: For net 45 Days, please add .5%; net 60 days, add 1%.
Please do not hesitate to contact us to clarify license options or with any questions you may have regarding our products and services. To order a report, please call or email us with the list of vendors you'd like to order.
The Chandler Group, inc
PO Box 2278
Santa Rosa Beach, Florida 32459
561-251-3132
tom_thechandlergroup.com
