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The Indirect ISP ChannelThe Indirect ISP Channel
This report analyzes the skill sets of ISP agents that resell Internet access
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This report analyzes the skill sets of ISP agents that resell Internet access or connectivity services from a regional or national ISP to end-customer businesses. Reality sizes North American ISP agent populations by service sets and identifies scope of services sold, as well as leading products sold.
To help IT product vendors and major ISPs identify opportunities and sell through the ISP agent channel, Reality Research conducted this study to determine the skill sets of these organizations. The study encompassed both quantitative and qualitative research.
Specific objectives of the study include:
Identify scope of services provided by ISP agents
Size North American channel populations segmented by service sets such as managed Internet security, Web and database hosting services
Establish leading products sold
Additional segmentation and identification of agent/ISP capabilities by customer sets served, based on size of customer company (very small, small, midsize and enterprise)
Assess vertical markets serviced, by customer segments
KEY FINDINGS
An estimated 13,000 value-added reseller organizations in North America resell Internet access or connectivity services from regional or national ISPs to end-customer businesses. These organizations are characterized as ISP agent companies in this report.
Consulting and Web/database hosting are the most prevalent services provided by ISP agent companies. Consulting services are offered by 84 percent of these organizations, representing an estimated 11,000 companies. Web and database hosting are provided by 63 percent of ISP agents, equating to an estimated 8,200 companies.
Challenging e-commerce and Internet-related services for agents include Web hosting, business-to-business e-commerce solutions and high-bandwidth connectivity. In these cases, agents said they will seek partner companies that are focused on narrow segments of technology.
METHODOLOGY
Phone polls of 533 ISP agents that resell Internet access or connectivity services, plus qualitative findings. Reality completed 533 quantitative interviews with respondents from North American reseller companies that resell Internet access or connectivity services from a regional or national ISP to end-customer businesses. Of these interviews, 250 were completed via a Gallup telephone poll and 283 were obtained through an online survey. For the online survey, Reality queried its ROAR (Rapid Online Automated Response) Channel Research Panel. The Channel Research Panel is comprised of 5,000 reseller organizations whose composition mirrors the Reality North American channel universe of 93,500 value-add reselling organizations.
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