According to IDC, Technology Suppliers May Be Missing The Mark When It Comes To SMB-Focused Partners

FRAMINGHAM, MA – SEPTEMBER 9, 2002 – Small and Medium Business (SMB) partners find working with vendors three times more difficult then working with distributors, according to a new report issued by IDC.


IDC's Business Challenges Facing the SMB-Focused Partner Community report revealed that the cost of marketing initiatives, obtaining qualified leads, technology assessment and training, and infrastructure within the partner community are the principal challenges faced by SMB-focused partners.

"Suppliers need to be aware of the unique characteristics that define the SMB-focused partner community, as this customer base represents a significant opportunity. Those that are able to best address these challenges are most likely to realize success in gaining overall market share," said Julie Gage, Manager Analytical Products for IDC's Software Channels and Alliances.

While most partners are optimistic about the future, large SMB partners are less bullish about the future. Only one third thought their revenue would increase, while one third believed it would decrease. "We found that the larger SMB-focused partner community face the greatest challenges. This segment appears to be under stress from increasing competition due to economic conditions, and from enterprise focused partners migrating some attention into the SMB market," said Janet Waxman, Program Vice President for IDC's Hardware Channels and Alliances research.

IDC's Business Challenges Facing the SMB-Focused Partner Community (IDC# 27608) study presents the finding from 240 interviews with organizations predominantly located in the United States that resell or recommend hardware or software products. IDC segmented the survey respondents into unique groups that reflect their client focus, partner type, and partner size (revenue). This report focuses on the significant differences found between enterprise- and SMB-focused partners.

For more information on IDC's IT Partnering Survey, please contact Julie Gage at 416-369-0033 x311 or via e-mail at, or Janet Waxman at 508-935-4123 or via e-mail at

About IDC

IDC is the foremost global market intelligence and advisory firm helping clients gain insight into technology and ebusiness trends to develop sound business strategies. Using a combination of rigorous primary research, in- depth analysis, and client interaction, IDC forecasts worldwide markets and trends to deliver dependable service and client advice. More than 700 analysts in 43 countries provide global research with local content. IDC's customers comprise the world's leading IT suppliers, IT organizations, ebusiness companies, and the financial community. Additional information can be found at

IDC is a division of IDG, the world's leading IT media, research and exposition company.

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