Despite many predictions to the contrary, the Internet will work as a powerful ally rather than a decimating nemesis for channel partners. According to International Data Corporation (IDC), as companies move their strategic operations online, channel partners will see their resources increase.
"Because of the Internet`s growing role in commerce, it is often thought that there is increasingly less room for channel partners and other types of intermediaries. But to say the middleman will disappear altogether is unrealistic," said Chris Silva, an analyst with IDC`s Internet and eCommerce Strategies research program. "It is more accurate to say the role of the middleman will change over time, focusing perhaps less on the core product being sold and more on the ancillary benefits that the vendor has to offer -- such as expert support and product information -- and aftermarket concerns, such as repairs and add-on sales."
According to IDC, Cisco Systems, Compaq Computer, IBM, and Nortel Networks all have Web sites that were specifically developed to help support their channel partners. Features of these Web sites include online account status information, Net-to-phone contextual support, pricing and quoting features, collaboration forums, and a function that matches partners with aftermarket customers.
The vendors report most of their channel partners are enthusiastic about using the Web sites and often request additional functionality. "The vendors tell IDC that their channel partners are quickly becoming accustomed to the increased functionality and productivity that they experience and want more to be developed," Silva said.
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International Data Corporation (IDC)
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BMI-TechKnowledge Group (BMI-T)
BMI-TechKnowledge (BMI-T) is Africa `s leading supplier of market intelligence and knowledge-based consulting in the areas of IT, telecommunications and broadcasting. Formed over fourteen years ago, BMI-T provides its clients with an unmatched and comprehensive range of unbiased market knowledge.
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