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Sizing the Channel Universe IISizing the Channel Universe II
CMP's Reality Research
2 Min Read
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Sizing the Channel Universe II is an update to Reality Research & Consulting's premier report, released in 1997, which was the first study undertaken in the IT market to define the scope of the channel in North America. CMP's Reality Research provides an update to the detailed exploration of key data on over 127,000 channel firms. This report, Sizing the Channel Universe II, yields comprehensive segmentation and sizing analysis of the indirect sales channel throughout the North American continent.
In this report, Reality examines many defining aspects of the North American resellers market. Specific objectives are to:
Report findings that update the size, scope and complexion of the channel
Provide segmentation and analysis of:
Size of Channel Company
Type of Organization
Technologies & Products Provided
Vertical Markets
Size of Target Customers
Geographic Distribution
KEY FINDINGS
The universe of firms reselling, supporting or recommending information technology products in North America comprises 127,222 separate firms. Of these firms, 93,509 are in the value channel the remainder are in the retail sector.
Thousands of these firms have more than one location. In many cases, one channel firm may have two or more branches or sites. The universe of locations or units reselling, supporting or recommending information technology products in North America is 259,893.
While essentially the same number of channel companies target small business customers today (71.9%) as compared to 1997 (75%), there appears to be a renewed interest in mid-sized businesses and enterprise organizations.
Network technology remains a growth engine for channel companies, with nearly two-thirds of all reseller organizations reselling, recommending and/or supporting LAN products. More than a third resell, recommend or support Internet server software.
There has been a trend among channel organizations away from self-defining their businesses as VARs, which includes the "vertical" VAR segment. Between
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