Manufacturer & provider selection from the perspective of system houses
The number of manufacturers / providers and innovators is constantly increasing. For medium-sized system houses in particular, this represents a major challenge for resource reasons. New "innovations" emerge from the market almost every week. But for system houses, the question arises: Who is the right provider for the future? Which technology or platform should a system house rely on? Our new market trend question, which we completed before the CoVid19 lockdown, deals with the importance of new trends and solutions for system houses, as well as the influencing factors regarding vendor selection from the perspective of business partners.
Read more about what makes vendors really attractive for partners in our results. I would also be happy to send you the detailed results of our survey.
52% see the shortage of skilled workers and personnel selection as the biggest hurdle
The biggest strategic challenge for partners is and remains the issue of personnel selection and the shortage of skilled workers. In second place (for the first time in years), customer acquisition was named as a challenge with 39% . They also see increasing complexity in market and portfolio development. The number of providers and innovators is increasing - this represents a major challenge for medium-sized system houses in particular for resource reasons.
What makes a manufacturer / provider attractive for partners?
Here are the top 3 criteria:
3RD PLACE
PROJECT PRICES / PRICING PROCESS FOR SPECIAL BIDS
46% of respondents see this as a real attraction factor for manufacturers.
2ND PLACE
CONTENTS PARTNER PROGRAM / MARGIN
48% see an attractive margin - as part of the partner program - as relevant.
1ST PLACE
AVAILABILITY OF PRODUCTS & SOLUTIONS
With a result of 63%, the partners surveyed rated product availability as the most important issue. The supplier simply has to be able to deliver quickly and reliably.
In which solution area do you currently see the greatest potential?
Hybrid IT - 42%
Digital workplace of the future - 41%
Virtualization solutions - 40%
IT security - 36%
Cloud computing / services - 31%
The possible growth and future potential is seen in a very balanced way. There is no clear winner here.
In your opinion, which provider has "real" IT innovation(s) in B2B right now?
3RD PLACE
HEWLETT PACKARD ENTERPRISE
2ND PLACE
1ST PLACE
