Western European Enterprise Network Equipment Forecast Update, 2009-2014: Direct/Indirect Channel Sales

This IDC study provides indirect sales distribution information useful for planning and forecasting channel sales for enterprise switches, routers, and WLAN in Western Europe. IDC ascertains estimates for direct sales versus indirect sales and single-tier versus two-tiered distribution. Channel splits are measured both by estimated percentages of revenue, consistent with market shares and sizes reported by IDC's European Enterprise Networks Database.

"Enterprise networking equipment will remain an important market for resellers as key drivers such as growth of video, network-based businesses, network-attached devices, mobility, cloud computing, and virtualization remain strong. Vendors that want to be successful need to enable partners beyond technical training in business areas that are equally important to the success, such as sales, operations, and marketing, to meet dynamic market demands, guarantee growth, and increase profitability in the channel," said Sylvia Wünsche, research analyst, European Telecommunications and Networking, IDC.