Evaluate your competitive position directly from the front lines.

The Competitive Channel Tracker is a bi-annual study that tracks channel partner engagement and sales productivity over time. You get a true picture of how well your products are selling in the channel ecosystem, and why. The Competitive Channel Tracker is composed of 26 individual reports that address a specific technology category as well as an analysis of the vendors selling those products in the channel.

The reports fall under the following seven major areas of technology:

• Business Applications
• Printing and Imaging
• Security
• Software Infrastructure
• Storage
• Systems
• Voice and Data Networking

Stay Ahead of the Competition

• Monitor evolving channel dynamics and the underlying drivers of the trends from the perspective of solution providers
• Prioritize and focus on the success criteria of solution providers to effectively influence your relationship to increase sales and achieve strategic objectives
• Identify areas for improvement to maintain or improve relative performance in specific markets based on factors that the channel values most
• Gain deeper insight into competitor partner transactions Ñ including the number of proposals submitted and deals closed, average deal size, and services attach rates
• Assess your company's market share position and identify key areas of opportunity to drive revenue
• Evaluate how solution providers view your companies as well as your competitors' products and programmatic

Competitive Channel Tracker Methodology

IPED uses a two-stage methodology to help vendors gauge their competitive position in the channel while guiding them to respond to the critical factors that can ultimately lead to increase sales. This study examines vendor sales performance as reported by channel partners for strategic and non-strategic end-customer opportunities and then applies the IPED Affinity Index Scoring Model to provide a detailed assessment of vendor effectiveness in the channel.

• 1. Affinity Index Scores: IPED's proprietary scoring model that explains the market performance indicators based on the assessment of individual vendor value to the channel for a set of 15 relationship factors and the association with three relationship types: Partner to Customer, Vendor to Customer, Partner to Vendor.
• 2. Market Performance Indicators: Leading indicators that provide an assessment of the total size of the market-in terms of the quantity of proposals and deals closed and the channel solution dollar value of these transactions. It is based on total revenues from hardware, software and services as well as the breakdown by each individual vendor. Information is verified and crosschecked with relevant market data from various market research firms.

Learn More

• To set up a free consultation on how your channel can become more profitable, contact John Machado, Director of Business Development, 508.416.1126 or john.machado@ec.ubm.com