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What SPs Want

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September 5, 2007

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1What SPs Want

2What SPs Want – Among All Objectives, Increasing New Customer Revenue % Is Most Important

3What SPs Want – Nearly One-Third of SPs Expect 2007 Revenue Growth to Be 25% or Greater

4What SPs Want – 79% Were Profitable in 2006

5What SPs Want – 60% Want to Increase Higher Dollar-per-Hour Services

6What SPs Want – SPs Get About 2/3 of Their Revenues from Services

7What SPs Want – Technologies SPs See as Drivers for Business Growth

8What SPs Want – Technologies Ranked According to 2007 Revenue Share Growth Potential

9What SPs Want – 47% Resell

10What SPs Want – Almost Two-Thirds Sell to BDMs First

11What SPs Want – Half Aim for ‘Broad’ Appeal and Half for ‘Niche’ Appeal

12What SPs Want – 60% Have Fewer than 150 Customers

13What SPs Want – Almost 2 in 3 Get 50% or More of Revenues from Their 3 Biggest Customers

14What SPs Want – 58% Are More Focused on Market Share Than Cost Reduction or Higher Markups

15What SPs Want – New Customers Are Where They Most Want to Increase Revenue Share

16What SPs Want – SPs See Technical Acumen and Services as Their Companies’ Biggest Strengths

17What SPs Want – Internal Efficiency Is More Important than Marketing or More Vendors

18What SPs Want – 40% Focus on Improving Quality of Proven Solutions

19What SPs Want – Depth of SPs’ Relationships with Vendors

20What SPs Want – Support and Industry-Leading Products Are What SPs Want Most from Vendors

21What SPs Want – Almost 3 in 4 SPs Rate Big-IT Companies’ Support as Only ‘Good’ or ‘Fair’

22What SPs Want – See More Slideshows Like This One

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