Taiwan PC Server Channel Study


Client

Worldwide Leading IT Supplier in Japan

Project Type

Consulting Project

The Challenge

Our client intended to grow their PC server business in Taiwan, they were interested in learning Taiwan's leading PC server vendors' channel structure, channel programs, training and technical support, and channel management philosophy, etc.

The Solution

We started a research to study the successful factors of the top 5 leading PC server vendors, namely Acer Sertek, Compaq, Digital, HP, and IBM. We selected these 5 vendors was not only because of their leading positions, but also their aggressive targets and plans to increase channel sales. The study was focused on intensive vendors and channel interviews, to understand their channel programs, sales structure, contract, training and technical support, marketing and logistic support, channel recruitment, lead generation, and cooperative selling.

The Result

We delivered the leading 5 vendors' detailed channel diagrams, channel overview, major partners, contracts, channel recruitment philosophy and criteria, service & support, training program, marketing program, sales lead generation, and co-op selling, to help our client learn from the strength/weakness & experiences of the 5 leading vendors. This report proved very helpful for our client to understand the market environment, competitive situation, and guided them to rethink about their PC server strategies.

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