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Distribution Organization Charts EMEAPurpose of this document:• This is a tool that helps Channel Marketing
Managers explaining or understanding the Organization of the IT Distribution Channel.
• Charts are to be used for internal & external presentations.
• The flows between partner categories are not indicated, as they vary a lot according to the products, markets and companies.
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Manufacturer
Distributors - Broad liner
Large national IT Dealers
Regional or Sub -Distributors
Master VARs
ISVSoftware sold
through a license mode
LocalIT Dealers
Systems & Telecoms
Integrators
Local VARs
IT & Telecoms Services
Retail IT -specialist
Non IT Retail
Mass Retail Distribution
Specialized Distributors
IT Super Store Dpt. Store Hyper
market
e-Tailer
Large Consulting Company
Telecoms Operators
Very Large Accounts
> 2500 empl.
Large Firms500 – 2500
empl.
Mid Market250 – 500
empl.
Upper SMB50-250 empl.
Lower SMB10-50 empl.
SoHo< 10 empl.Individuals Local
Authorities
Public Services Central
Administration
Assemblers
Software Integrators
© compuBase 2009
Ind.Consul
tant
Europe’s Big 5
IT & Telecoms Digital Home
Distribution Organization
Sub Distributor &
Dealer
Overseas Distributors
Overseas dealers
Software Publisher (packaged software)
VendorsChannelClients 45% use the
Indirect channel
26% use theIndirect channel
20% use the Indirect channel
14% use the Indirect channel
• Germany• UK• France• Italy• Spain
Weak
Strong
SaaS & Hosting
Mass Retail Distribution
Distributors - Broad liner
Large national IT Dealers
Regional or Sub -Distributors
Master VARs
ISVSoftware sold
through a license mode
LocalIT Dealers
Systems & Telecoms
Integrators
Local VARs
IT & Telecoms Services
Retail IT -specialist
Non IT Retail
Specialized Distributors
IT Super Store Dpt. Store Hyper
market
e-Tailer
Large Consulting Company
Very Large Accounts
> 2500 empl.
Very Large Accounts
> 2500 empl.
Large Firms500 – 2500
empl.
Mid Market250 – 500
empl.
Upper SMB50-250 empl.
Lower SMB10-50 empl.
SoHo< 10 empl.Individuals Local
Authorities
Public Services Central
Administration
Assemblers
Software Integrators
© compuBase 2009
Ind.Consul
tant
Other Western Europe
IT & Telecoms Digital Home
Distribution Organization
Sub Distributor &
Dealer
Overseas Distributors
Overseas dealers
VendorsChannelClients Manufacturer Software Publisher
(packaged software) Weak
Strong
Telecoms Operators
SaaS & Hosting
Mass Retail Distribution
Distributors - Broad liner
Large national IT Dealers
Regional or Sub -Distributors
Master VARs
ISVSoftware sold thru
a license mode
ISVSoftware sold thru
a license mode
LocalIT Dealers
Systems & Telecoms
Integrators
Local VARs
IT & Telecoms Services
Retail IT -specialist
Non IT Retail
Specialized Distributors
IT Super Store Dpt. Store Hyper
market
e-Tailer
Large Consulting Company
Very Large Accounts
> 2500 empl.
Large Firms500 – 2500
empl.
Mid Market250 – 500
empl.
Upper SMB50-250 empl.
Lower SMB10-50 empl.
SoHo< 10 empl.Individuals Local
Authorities
Public Services Central
Administration
Assemblers
Software Integrators
© compuBase 2009
Ind.Consul
tant
Other EMEA large countries
IT- Telecoms Digital Home
Distribution Organization
Sub Distributor &
Dealer
Overseas Distributors
Overseas dealers
Manufacturer Software Publisher (packaged software)
VendorsChannelClients Weak
Strong
Telecoms Operators
SaaS & Hosting
Mass Retail Distribution
Distributors - Broad liner
Large national IT Dealers
Regional or Sub -Distributors
Master VARs
ISVSoftware sold
through a license mode
ISVSoftware sold
through a license mode
LocalIT Dealers
Systems & Telecoms
Integrators
Local VARs
IT & Telecoms Services
Retail IT -specialist
Non IT Retail
Specialized Distributors
IT Super Store Dpt. Store Hyper
market
e-Tailer
Large Consulting Company
Very Large Accounts
> 2500 empl.
Very Large Accounts
> 2500 empl.
Large Firms500 – 2500
empl.
Large Firms500 – 2500
empl.
Mid Market250 – 500
empl.
Upper SMB50-250 empl.
Lower SMB10-50 empl.
SoHo< 10 empl.Individuals Local
Authorities
Public Services Central
Administration
Assemblers
Software Integrators
© compuBase - 2009
Ind.Consul
tant
Other EMEA Small Countries
IT & Telecoms Digital Home
Distribution Organization
Sub Distributor &
Dealer
Overseas Distributors
Overseas dealers
ManufacturerManufacturer Software Publisher (packaged software)Software Publisher
(packaged software)
VendorsChannelClients Weak
Strong
Telecoms Operators
SaaS & Hosting
How to use it
• the different levels marked with different colors correspond to the three levels in the distribution channel:
ØManufacturers (in mauve)Ø Distributors (in blue)Ø Clients (in red)
•the 2 color levels used correspond toØ the brighter – less presence on the marketØ the darker – more presence on the market
• this document can be used forØ a marketing purpose (distribution analysis)Ø a commercial purpose (sales optimization)
For more information, please contact:[email protected]