Channel is Internet-ready - are vendors?

Channel is Internet-ready - are vendors?

More than half the amount of business that resellers transact with their suppliers will be conducted over the Internet by 2001. That figure is at 10 per cent presently, and was only 3 per cent last year.

Today, more than half of all resellers use the Internet at least once a day to access a supplier, and they are doing more than just browsing.

These were just some of the results of the comprehensive channel survey undertaken by Inform and Strategic Publishing in The 1997 Channel IT Trends Survey.

Results of the report were summarised at a recent breakfast seminar hosted by Australian Reseller News. "All this means the channel is ready to do business with suppliers on the Internet," said David Hancock, a director of Inform. "It's just a case of which suppliers are ready to take their money," he added.

The survey was conducted among 8000 senior executives within 5700 establishments in the Australian IT channel, with 700 responses. When asked in which ways suppliers could use the Web to add value to a reseller's business, more than 20 per cent specified online ordering and order tracking.

Other popular responses included more product information and pricing, followed by technical information. "If the resellers are ready to do business, then vendors must invest more in developing their Web sites by prioritising what they put on the site, and keeping it up to date," said Hancock.

Research into the channel is funded by Inform's research services subscribers, which include major IT vendors and distributors.

In future issues, ARN will highlight other findings in the report.

Inform Business Development

Tel (02) 9231 3200

Fax (02) 9231 3122

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