Distribution Organization Charts EMEA •
Purpose of this document:
•
This is a tool that helps Channel Marketing Managers explaining or understanding the Organization of the IT Distribution Channel.
•
Charts are to be used for internal & external presentations.
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The flows between partner categories are not indicated, as they vary a lot according to the products, markets and companies.
• compuBase | www.compubase.net
Europe’s Big 5 Vendors Channel Clients
Manufacturer
Telecoms Operators 17% use the Indirect channel
SaaS & Hosting
Distributors - Broad liner
Regional or Sub Distributors
Specialized Distributors
Mass Retail Distribution
IT Super Store
Individual s
Dpt. Store
Hyper market
SoHo < 10 empl.
52% use the Indirect channel
e-Tailer
Lower SMB 10-50 empl.
Non IT Retail
Local Authorities
29% use the Indirect channel
Strong Weak
ISV Overseas Distributors
Large national IT Dealers
Retail IT Assem blers specialist
Upper SMB 50-250 empl.
IT & Telecoms Digital Home Distribution Organization
Germany UK France Italy Spain
Software Publisher (packaged software)
VAD
Sub Distributor & Dealer
• • • • •
Local IT Dealers
Mid Market 250 – 500 empl.
© compuBase Consulting 2012
Software sold through a license mode
22% use the Indirect channel
Large Consulting Company Master VARs
Overseas dealers
Systems IT & Local & Telecom VAR Telecoms s s Integrators Services
Large Firms 500 – 2500 empl.
Software Integrator s
Public Services Central Administration
Ind. Cons ultant
Very Large Accounts > 2500 empl.
IT & Telecoms Digital Home Distribution Organization
Other Western Europe Vendors Channel Clients
Strong
Software Publisher (packaged software)
Manufacturer
Weak ISV
Telecoms Operators
SaaS & Hosting
Distributors – Broad liner
Regional or Sub Distributors
Specialized Distributors
Mass Retail Distribution
IT Super Store
Individual s
Dpt. Store
Hyper market
SoHo < 10 empl.
e-Tailer
Lower SMB 10-50 empl.
Non IT Retail
VAD
Sub Distributor & Dealer
Overseas Distributors
Large national IT Dealers
Retail IT Assem blers specialist
Upper SMB 50-250 empl.
Local Authorities
Local IT Dealers
Mid Market 250 – 500 empl.
© compuBase Consulting 2012
Software sold through a license mode
Large Consulting Company Master VARs
Overseas dealers
Systems IT & Local & Telecom VAR Telecoms s s Integrators Services
Large Firms 500 – 2500 empl.
Software Integrator s
Public Services Central Administration
Ind. Cons ultant
Very Large Accounts > 2500 empl.
Other EMEA large countries Vendors Channel Clients
SaaS & Hosting
Distributors – Broad liner
VAD
Regional or Sub Distributors
Specialized Distributors
Mass Retail Distribution
IT Super Store
Individual s
Dpt. Store
Hyper market
SoHo < 10 empl.
e-Tailer
Lower SMB 10-50 empl.
Non IT Retail
Strong
Software Publisher (packaged software)
Manufacturer
Telecoms Operators
IT- Telecoms Digital Home Distribution Organization
Sub Distributor & Dealer
Overseas Distributors
Large national IT Dealers
Retail IT Assem blers specialist
Upper SMB 50-250 empl.
Local Authorities
Local IT Dealers
Mid Market 250 – 500 empl.
© compuBase Consulting 2011
Weak ISV Software sold thru a license mode Large Consulting Company Master VARs
Overseas dealers
Systems IT & Local & Telecom VAR Telecoms s s Integrators Services
Large Firms 500 – 2500 empl.
Software Integrator s
Public Services Central Administration
Ind. Cons ultant
Very Large Accounts > 2500 empl.
IT & Telecoms Digital Home Distribution Organization
Other EMEA Small Countries Vendors Channel Clients
Manufacturer
Telecoms Operators
SaaS & Hosting
Regional or Sub Distributors
Mass Retail Distribution
IT Super Store
Individual s
Dpt. Store
VAD
Distributors - Broad liner
Specialized Distributors
Hyper market
SoHo < 10 empl.
e-Tailer
Lower SMB 10-50 empl.
Non IT Retail
Strong
Software Publisher (packaged software)
Sub Distributor & Dealer
Overseas Distributors
Large national IT Dealers
Retail IT Assem blers specialist
Upper SMB 50-250 empl.
Local Authorities
Local IT Dealers
Mid Market 250 – 500 empl.
© compuBase Consulting 2011
Weak ISV Software sold through a license mode Large Consulting Company Master VARs
Overseas dealers
Systems IT & Local & Telecom VAR Telecoms s s Integrators Services
Large Firms 500 – 2500 empl.
Software Integrator s
Public Services Central Administration
Ind. Cons ultant
Very Large Accounts > 2500 empl.
Business definition According to compubase An IT & Telecom partner is a company with: - more than 1 employee, - a total turnover of more than 300 K€ per year or more than 50 % of its revenue originated from IT & Telecom products and services. - an HQ
Business volume estimates Country Austria Belgium Switzerland Germany Spain Portugal France United Kingdom Ireland Luxembourg Netherlands Italy Denmark Finland Norway Sweden Poland Russia Czech Republic
Vol. of IT & Covered by Telecoms compubase partner 3180 X 5440 X 3330 X 38570 X 18340 X 2510 X 26660 X 25100 X 1870 X 230 X 8780 X 27890 X 3700 X 4760 X 2500 X 6110 X 7650 X 11940 X 2790 X
Country2 Hungary Slovakia Slovenia Latvia Lithuania Estonia Greece Romania Bulgaria Croatia Bosnia Serbia Montenegro Ukraine Belorussia Turkey Algeria Morrocco Tunisia South Africa
Vol. of IT & Covered by Telecoms compubase. partner3 2250 X UEA 3470 Saudi 870 Jordan 430 Oman 430 Qatar 430 Barhein 3040 Kuwait 2170 Yemen 1300 Syria 1300 Lebanon 1040 Israel 2170 Egypt 430 Other Africa* 2170 870 4690 1430 X 3740 X 1620 X 5070 X
Country5
Vol. of IT & Covered by Telecoms compubase. partner6 . 5340 X 430 X 430 X 220 X 170 X 90 X 390 X 50 300 390 1280 690 2500
Stat 01-2011 Africa Sub Sahara (Benin, Burkina Faso, Burundi, Cameroun, Cap Verde, Centrafica, Congo Brazaville, Congo RD, Ivory Coast, Gambia, Ghana, Guinea, Guinea Bessao, Equatorila Guinea, Liberia, Mali, Mauritanie, Niger, Nigeria, Rwanda, São Tomé, Senegal, Sierra leone, Tchad, Togo), Africa oriental (Comores, Djibouti, Erythrée, Ethiopia, Mauricius, Kenya, Madagascar, Mayotte, Ouganda, Reunion, Seychelles, Somalia, Soudan, Tanzania), Austral Africa (Rhodesia, Angola, Botwasna, Lesotho, Malawi, Mozambique, Namibia, Swaziland, Zambia, Zimbabwe, St Helens)
How to use this • The different levels marked with different colors correspond to the three levels in the distribution channel: Manufacturers (in mauve) Distributors (in blue) Clients (in red) •The 2 color levels used correspond to the brighter – less presence on the market the darker – more presence on the market • This document can be used for a marketing purpose (distribution analysis) a commercial purpose (sales optimization) For more information, please contact:
[email protected] Corporate web site : www.compubase.net Tel contact: +33 169 183 435 Other tools : Counting systems : www.compubase-online.com Partner Business Platform : www.compubase.biz (french)
