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European Vertical Markets Survey: The 3rd Platform Drives New Trends in Channel Selection

European Vertical Markets Survey: The 3rd Platform Drives New Trends in Channel Selection

This IDC study analyzes the results of the latest IDC European Vertical Markets Survey based on interviews of 1,588 organizations with more than 10 employees in the top 5 Western European countries, focusing on end users' channel selection, the criteria adopted for choosing IT suppliers, and the level of satisfaction with the primary IT supplier across vertical markets. It also looks into 3rd Platform investments and how they have changed IT managers' perspective on sourcing. Survey results are presented and analyzed for total Western Europe, aggregated into the following vertical markets: financial services, discrete manufacturing, process manufacturing, telecom/media, utilities/oil and gas, retail/wholesale, professional services/transport, government/education, and healthcare."Direct channels have seen a strong increase in mindshare according to our survey over the past two years," said Serena Da Rold, program manager, IDC European Industry Solutions. "On the other hand, projects related to 3rd Platform technologies play a key role in setting IT budgets and in channel selection, and they frequently require the involvement of systems integrators or value-added resellers. Looking after their channel ecosystem therefore remains central for IT vendors to play in the markets where IT spending is set to grow in the future."

IDC Opinion
In This Study
Vertical Markets
Situation Overview
Sourcing IT: Direct Channels Ramping Up, Driven by the 3rd Platform
Primary IT Channels by Vertical Market
Primary IT Channels and the 3rd Platform
Future Outlook
Channel Evolution in the Short Term
IT Supplier Selection Criteria
Customer Satisfaction with IT Suppliers
Essential Guidance
Actions to Consider
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