"The extent to which the indirect channels can take advantage of the improving business context will depend on how quickly they can adapt their business models to shifting demand patterns and customer cost/quality expectations," said Brian Pearce, program manager for IDC EMEA's Distribution Channels Expertise Center. "Increasingly, it will depend on their ability to sell, and to sell not just IT products and services but themselves."
This study is an update of IDC's distribution channel estimates and forecasts in Western Europe for the period 2003 to 2008. A full overview study covering all 16 countries in detail will be published in July 2005.
The present study provides a quantitative overview of IT distribution in Western Europe for the region as a whole. It analyzes four types of vendor direct channel (outbound sales force, mail order and telesales, vendor outlets and vendor Internet) and six types of indirect channel (systems integrators, VARs, corporate account/major resellers, PC and office equipment dealers, mass merchandisers and retail, third-party mail order and Internet).
The study examines the long-term business prospects for IT distribution channels in Western Europe as a whole for the period 2003–2008. Forecasts of business development, both by direct and indirect channels, are provided. Forecasts include the indirect channels' share of hardware, packaged software, and service with a detailed breakdown of hardware by product line.
Western Europe comprises Austria, Belgium, Denmark, Finland, France, Germany, Greece, Ireland, Italy, the Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, and the United Kingdom. Luxembourg is included with Belgium.