Channel Survey

Note: This survey is for resellers of computer products ONLY.

Company Information:

Company Name
Analyst Contact
Address
City, State
Zip
E-mail Address
Telephone #
Fax #

Questions

1. What are the primary services you provide?


2.How many years have you, personally, been in computer product sales?


3.In the area of vendor relations, what is your biggest concern?


4.How has your business changed over the last 2 years? (Check all that appply)
More service focus
Less service focus
More custom hardware focus
Less custom hardware focus
More custom software focus
Less custom software focus
More specialization
More generalization
More focus on large customers
More focus on small customers
Other (Specify)

5. Why have you made these changes?


6. How do you expect it to change over the next 2 years?
More service focus
Less service focus
More custom hardware focus
Less custom hardware focus
More custom software focus
Less custom software focus
More specialization
More generalization
More focus on large customers
More focus on small customers
Other (Specify)

7. Why do you plan to make these changes?


8. Which of the following is true in your selection of products?
Support competing products
Support complementary products
Sell competing products
Sell complementary products

9. Why have you made these your business model?


10. What is the status of the following sources of revenue -- constant, decrease, increase, NA?
(Constant=3; Decrease=1; Increase=5; Not applicable=NA)

Hardware sales	Disaster recovery
Software sales	Installation
Hardware customization	On-site repair
Software customization	System design
Training	Technical support
Contract maintenance	Other (Specify)

11. What percentages are the following sources of revenue?

% Hardware sales	% Disaster recovery
% Software sales	% Installation
% Hardware customization	% On-site repair
% Software customization	% System design
% Training	% Technical support
% Contract maintenance	% Other (Specify)

12. How important are the following technologies in your business?
(On a scale of 1-5; 1=unimportant, 5=extremely important)

Desktop (user hardware, applications, etc.)	1 2 3 4 5
Network (NOSs)	1 2 3 4 5
Mid-range (minicomputers, host software, etc.)	1 2 3 4 5
Mainframe (mainframes, host software, etc.)	1 2 3 4 5
Infrastructure (backbones, switches, etc.)	1 2 3 4 5
WAN (leased lines, frame relay, etc.)	1 2 3 4 5
Remote access (servers, modems, ISDN, etc.)	1 2 3 4 5
Internet	1 2 3 4 5
Intranet	1 2 3 4 5
Computer telephone integration	1 2 3 4 5
Voice/data recognition	1 2 3 4 5
Video conferencing	1 2 3 4 5
CATV	1 2 3 4 5
Network security	1 2 3 4 5

13. What is the most important technology in your business?


14. Future technologies
a. What new technologies do you plan to support over the next 12 months?

b. What are your criteria in selecting new technologies?


15. Acceptance/resistance to new technologies
a. How willing are you to take on new technologies now compared to 2 years ago?

b. If there is a change, why have you changed?


16. Future services
a. What new services do you plan to provide over the next 12 months?

b. What are your criteria in selecting new services?

17. Acceptance/resistance to new services
a. How willing are you to take on new services now compared to 2 years ago?

b. If there is a change, why have you changed?


18. Future vendors
a. What new vendors do you plan to support over the next 12 months?

b. What are your criteria in selecting new vendors?


19. Acceptance/resistance to new vendors
a. How willing are you to take on new vendors now compared to 2 years ago?

b. If there is a change, why have you changed?


20. What are your preferences/requirements in the following parts of vendor reseller programs?

a. Margins
b. Territory protection
c. Leads and referrals
d. Reseller stocking requirements
e. Return policies
f. Pre-sales support
g. Post-sales support
h. Technical support
i. Sales training
j. Product training (technical)
k. Product advertising/promotions
l. Joint seminars
m. Co-op advertising
n. Sales support material (brochures, white papers, etc.)
o. VAR councils

21. How important are the vollowing vendor actions in helping you increase sales of their product?
(On a scale of 1-5; 1=unimportant, 5=extremely important)

Product advertising	1 2 3 4 5
Brand advertising	1 2 3 4 5
Web site	1 2 3 4 5
Co-advertising	1 2 3 4 5
Joint seminars	1 2 3 4 5
Spiffs	1 2 3 4 5
Margin increase	1 2 3 4 5
Trade articles	1 2 3 4 5
Leads and referrals	1 2 3 4 5
Sales training	1 2 3 4 5
Technical training	1 2 3 4 5
Sales collateral	1 2 3 4 5
Other	1 2 3 4 5

      (Specify)

22. Do any of your vendors earn your preference/loyalty?
Yes
No
Can't Answer

23. What can vendors do to earn your preference/loyalty?


24. How would you define your business?
VAR
Distributor
Reseller
Systems Integrator
Other (Specify)

25. What geographic area do you serve?


26. What certifications do your technicians hold and how many technicians are certified in each area?


27. What is your total annual sales? ($US)

28. Which of the following technologies do you consider a focus of your company? (Check all that apply)
Desktop
Network
Mid-range
Mainframe
Infrastructure
WAN
Other (Specify)

29. In which of the following areas does your company have primary expertise? (Check all that apply)
Security
Remote access
Internet
Intranet
Telephone
Software applications (Specify)
Network management
Other (Specify)

30. Which of the following platforms do you support? (Check all that apply)
Netware
NT
Unix
Macintosh
Other(Specify)

31. Which of the following markets do you serve? (Check all that apply)

General business	Insurance
Accounting	Legal
Banking	Manufacturing
Construction	Military
Education	Real estate
Finance	Retail
Government	Transportation
Health	Other (Specify)

32. Which of the following services do you provide? (Check all that apply)
Contract maintenance
Disaster recovery
Hardware customization
Installation
On-site repair
Software customization
System design
Training
Technical support
Other (Specify)

33. What are the primary brands that you carry?


34. What other areas of Vendor/Reseller relations do you feel are important that we have not yet covered?


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