Investment behaviour in the ICT sector | compris-cm.com

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Investment behaviour in the ICT sector

Our August publication of the Channel Facts

  • Current economic situation and how this influences investments in IT and Telecommunications

 

 


 

 

 

Many companies expect the euro zone to slide into recession. Even the economic development of Germany is not unaffected by these events. In this context COMPRiS conducted a survey with 469 resellers in order to investigate the current investment behavior in the ICT sector. Which industries invest most right now in IT and telecommunications? What are the key factors that influence investment behavior in particular industries? How can IT vendors provide even better support?

 

Which industries invest most right now in IT and telecommunications?

A quarter of all respondents indicate that they can not name any specific industry, which currently invests more than other areas of IT and telecommunications. 10% of the respondents believe that some industries invest more money into IT and Telecommunications. 9% mention the healthcare, public services and trade. Legal and services account for 6% whereas 5 % consider banking and insurance industries as well as education sector to be the strongest investors.

These sectors follow:

  • Agencies (4%)
  • Energy and Utilities (3%)
  • Logistics / Transport (3%)
  • Telekommunications (3%)
  • Aerospace Engineering (1%)
© COMPRiS GmbH, August 2012, surveyed 469 VARS and resellers
© COMPRiS GmbH, August 2012, surveyed 469 VARS and resellers

 

What are the key factors that influence investment behavior of particular industries?


What influences the decision of the distributors on whether to invest or not in a particular industry depends on:

  • The range of industry-specific products or solutions
  • The availability of the industry-specific product
  • The sales training for distributors.

 

Across all sectors collectively 64% systems integrators and 49% resellers consider these factors to be crucial. This is followed by the long-standing reputation (17%), expertise (16%) and good prices (13%). Other factors that area of importance are the following:

  • Industry-specific Marketing (10%)
  • Industry-specific customer offers (7%) IT services in the region (8%)
  • Industry-specific scientific articles/ publications (2%)
  • The table below shows the results by industry:
© COMPRiS GmbH, August 2012, surveyed 469 VARS and resellers
© COMPRiS GmbH, August 2012, surveyed 469 VARS and resellers

 

How can IT vendors provide even better support to their partners?

17% of the system integrators and resellers see distributing leads by the IT vendors as an important part of the support. 14% would prefer a simpler project management and 13% aim for a higher project discount. According to 11% of respondents industry-specific solutions are not only a significant influencing factor when it comes to investment behavior but it is also seen as another opportunity for the IT vendors to support their partners.  10% expect personal visits, 9% faster and more efficient warranty procedure as well as end-customer advertising for target groups. 6% of the system integrators and resellers would prefer to have a better online presence and a showroom to display all products. Other points were:

  • More POS advertizing material (3%)
  • Sales office in the area (3%)
  • More favourable certifications (2%)
  • Nothing else – happy with everything so far (2%)
  • Better support  (1%)
© COMPRiS GmbH, August 2012, surveyed 469 VARs and resellers
© COMPRiS GmbH, August 2012, surveyed 469 VARs and resellers