Publications

Networking News Review

A focused newsletter covering issues of interest to network vendors and resellers. Contents typically include:

- Market news

- Analysis of financial results

- Forthcoming industry events

- Appointments section

- Special features

Provided free of charge to qualifying channel firms and EuroLAN Research's clients. Quarterly.

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The European Network Channel Service

A regularly updated guide to the European networking market resulting from extensive and on-going study and interviewing by EuroLAN Research.

- Over 460 full profiles of Europe's top Distributors, Systems Integrators and VARs

- Profiles of the sixteen countries of Western Europe, with basic LAN market data

- An overview of exporting into Europe

- A guide to selling into the European Network Channel

- Complimentary subscription to Networking News Review

The service is presented as a Windows database application with a full printed binder that is constantly revised, with updates being sent every four months. It is sold as an annual subscription. Price $2,995.

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Regional Channel Reports

Split into Northern, Central and Southern Europe each one of these reports covers one third of the European market. Each report contains:

- Between 120 & 160 full profiles of the region's top Distributors, SIs and VARs

- Profiles of the countries in the region with basic LAN market data

- Complimentary subscription to Networking News Review for one year

The service is presented as a Windows database application with a full printed report. It is sold as a one. Price $995 each.

Indirect Network Reseller Study: "The Hidden Layer"

Attention in the European network market has long focused on sales through the �high- end� network systems integrators and VARs. Vendors ignore at their peril however the growth in sales through the smaller resellers that buy from distributors. These resellers represent the �Hidden Layer� of the channel, separated from the vendor by the wholesalers who form a barrier to the flow of information, support and understanding.

EuroLAN Research has undertaken a major new study to discover the views and needs of these companies that represent a significant opportunity for vendors. This report is aimed at those responsible for channel development, marketing programs and support services in networking vendors, and at business managers in distribution companies.

The study covers the following countries:

· France

· Germany

· United Kingdom

Based around 90 in-depth telephone interviews conducted by EuroLAN Research, the report is divided into ten chapters.

· Business background - What is the typical size and profile of these firms? Details on product range, sales revenues, percentages for networking.

· Product sources - Who do they typically source products from?

· Clientele. Vertical Markets - Who are their customers? Do they focus on particular vertical markets?

· Information sources - Who do they turn to for information on products and services?

· Influence on decision - Who is the main influence on their purchasing decision - the distributor or the end-user?

· Internet - What is the penetration of Internet access in these firms? What do they use it for?

· Marketing. Sales leads - How do they try to win new business? What are their views on the distribution of sales leads?

· Vendor authorisation - How do they judge the accreditation programs?

· Vendor presence ratings - What is the presence of major vendors at this level in the channel? How is their performance rated by the resellers?

· Expected sales growth. Growing and declining technologies - What are their views on future developments?

Also includes Summary and Appendices. 109 pages. 92 full colour graphics. Published November 1996.

Price $3,000.

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