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市場調查報告書
連廠市場情報服務（2009）：途徑1：連廠之市場機會；第2章：銷售通路分析與條件需求
THE CONNECTED FACTORY, 2009 MARKET INTELLIGENCE SERVICE TRACK 01: CONNECTED FACTORY OPPORTUNITIES; VOLUME 02: CHANNEL ANALYSIS AND REQUIREMENTS
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連廠市場情報服務（2009）：途徑1：連廠之市場機會；第2章：銷售通路分析與條件需求 是由出版商VDC Research Group在2010年01月所出版的。
這份英文市場調查報告書價格從美金7500起跳。
本研究報告分析連廠之相關銷售通路與銷售夥伴，並將各通路之技術與商業能力、各種支援條件、供應與銷售夥伴間為構築有效合作關係所需之各種策略、商業模式等資料，依下列大綱分析整理。
銷售夥伴
目錄
- 銷售夥伴之企業統計
- 連廠之商業統計
- 供應商、銷售夥伴關係之相關統計
- 分析・建議
- 附錄
調査範囲
- 銷售通路類別
- 直接販賣給終端客戶
- 直接販賣給OEM
- VAR（加值零售）/SI（系統整合）
- 盤商/代理商
- 加值代理商
- 企業統計
- 企業規模
- 目標市場
- 提供服務
- 市場開發
- 銷售前調査・配置研究
- 導入・整合支援
- 現場顧客支援
- 商業模式
- 發展銷售通路之條件
- 與供應商之關係
- 促進通路滿足度之因素
- 最近銷售通路之經驗
- 供應商選擇依據
- 展望・策略挑戰
Abstract
Report Scope
- Channel Type
- Direct to end user
- Direct to OEM
- Value added reseller (VAR)/System integrators (SI)
- Dealer/distributor
- Value added distributors
- Demographics
- Company size
- Market coverage
- Applications
- Technologies
- Geographies
- Service offerings
- Market development
- Pre sales site survey, configuration development
- Installation/ integration support
- On site customer support
- Business Models
- Compensation
- Discount mechanisms
- Margins
- Channel Development Requirements
- Certification
- Training
- Marketing Support
- Technical Support
- Financing Facility
- Vendor Relations
- Channel Satisfaction Drivers
- Recent Channel Experiences
- Vendor Selection Criteria
- Perspectives and Strategic Issues
- Avoiding Channel Conflict
- How Success is Measured
Report Statistics
- Date Published: January 2010
- Total Slides: 40
- Total Exhibits: 28
About VDC Research Group
VDC Research Group (VDC) is a technology market research and strategy
consulting firm that advises clients in a number of technology markets
including: Automatic Identification and Data Collection, Embedded Hardware and
Systems, Embedded Software and Tools, Industrial Automation and Control and
Mobile and Wireless. Using rigorous primary research and analysis techniques,
the firm helps its clients identify, plan for, and capitalize on current and
emerging market opportunities. We strive to deliver exceptional value to our
clients by leveraging the considerable technical, operational, educational and
professional experience of our research and consulting staff. During our
nearly four decades of ongoing operation, we have had the pleasure of serving
most of the world' s leading technology companies, many high-profile start-ups
and numerous blue-chip early and later stage investors. Our products and
services consist of research reports, annual research programs, and custom
research and consulting services. Founded in 1971, the firm is located in the
Boston area.
Table of Contents
Channel Survey Demographics
- Slide 2: N = 123
- Slide 3: Most channel partners are still only offering basic
hardware solutions; a select few are offering high value solutions that will
enable “true” connected factories
- Slide 4: Channel respondents have a flat outlook for connected
factory growth in 2010
Connected Factory Channel Business Statistics
- Slide 5: The majority of the channel respondents firms' are still
deriving most of their connected factory revenue from hardware
- Slide 6: Tier I and Tier IV customers dominate the revenues of the
channel survey respondents
- Slide 7: The global recession continues to cast a massive cloud
over the industrial market, which in turn trickles down to the connected
factory market
Channel-Vendor Relations Statistics
- Slide 8: IT vendors dominate the connected factory market
- Slide 9: A stable ecosystem for connected factory vendors
Channel Survey Demographics
- Slide 11: N = 123
- Slide 12: The channel survey respondents came from organizations of
widely varying sizes
- Slide 13: Most channel partners are still only offering basic
hardware solutions; a select few are offering high value solutions that will
enable “true” connected factories
- Slide 14: Channel organizations are still only just entering the
connect factory market
- Slide 15: Channel respondents have a flat outlook for connected
factory growth in 2010
- Slide 16: The US market is driving adoption of connected factory
solutions for the respondent organizations
Connected Factory Channel Business Statistics
- Slide 18: The majority of the channel respondents firms' are still
deriving most of their connected factory revenue from hardware
- Slide 19: Tier I and Tier IV customers dominate the revenues of the
channel survey respondents
- Slide 20: Almost all industries are adopting connected factory
solutions; but some are moving faster than others
- Slide 21: The global recession continues to cast a massive cloud
over the industrial market, which in turn trickles down to the connected
factory market
Channel-Vendor Relations Statistics
- Slide 23: IT vendors dominate the connected factory market
Channel-Vendor Relations Statistics
- Slide 24: IT vendors were also most often cited as the largest
partners
- Slide 25: Tier I industrial OEMs fare better as “Best in
Class”
- Slide 26: A stable ecosystem for connected factory vendors
- Slide 27: Channel respondents are adding vendors to gain
differentiation
- Slide 28: Channel organizations are dropping vendor partners that
do not place an emphasis on the channel
- Slide 29: Channel partners are most concerned with vendor execution
- Slide 30: Product support is vital to support connected factory
channel partners
Summary Observations & Recommendations
- Slide 32: Integration of factory floor and enterprise systems is
tough!
- Slide 33: There is still room for great opportunity in this
developing market
List of Exhibits
CONNECTED FACTORY VOLUME II: CHANNEL SURVEY
- Exhibit 1. Demographics: Classification of Connected Factory
Channel Respondents' Organizations
- Exhibit 2. Demographics: Types of Products & Technologies for
Connected Factory Integration Offered by Channel Respondents' Organizations
- Exhibit 3. Demographics: Segmentation by Business Unit Employee
Head Count of Connected Factory Channel Survey Respondents
- Exhibit 4. Demographics: Number of Employees in Channel
Respondents' Business Unit that are Solely Dedicated to Connected Factory
Solutions
- Exhibit 5. Demographics: Number of Employees in Channel
Respondents' Business Unit that are Solely Dedicated to Software Development
for Connected Factory Applications
- Exhibit 6. Demographics: Segmentation by Business Unit Revenue of
Connected Factory Channel Survey Respondents
- Exhibit 7. Demographics: Percent of Channel Survey Respondents'
Company' s Revenues that were Generated in 2009 by Connected Factory Solutions
(hardware, software, services)
- Exhibit 8. Demographics: Change in Revenue Expected by Channel
Survey Respondents for Connected Factory Solutions within their Firm Through
2010
- Exhibit 9. Demographics: Average Geographic Segmentation of
Connected Factory Channel Survey Respondents' Firm' s Connected Factory
Solutions
- Exhibit 10. Connected Factory Business: Percent of Channel
Respondents' Firm' s 2009 Connected Factory Revenue Attributable to Hardware,
Software, Integration & Services
- Exhibit 11. Connected Factory Business: Percent of Channel
Respondents' Firm' s 2009 Connected Factory Revenue Generated by the Following
Customer Classes
- Exhibit 12. Connected Factory Business: Vertical Segments
Generating Connected Factory Revenue for Channel Respondents' Firms
- Exhibit 13. Connected Factory Business: Estimated Percentage of
Channel Respondents' Firm' s 2009 Connected Factory Revenue Generated by
Vertical Segment
- Exhibit 14. Connected Factory Business: Projected Percentage of
Channel Respondents' Firm' s 2010 Connected Factory Revenue Generated by
Vertical Segment
- Exhibit 15. Connected Factory Business: Estimated Current Margins
at Channel Respondents' Firms on the Connected Factory Solutions they are
Selling
- Exhibit 16. Connected Factory Business: Target Margins at Channel
Respondents' Firms on the Connected Factory Solutions they are Selling
- Exhibit 17. Connected Factory Business: Channel Respondents'
Expected Impact of the Recent Downturn on their Customers' Connected Factory
Investments
- Exhibit 18. Vendor Relations: Connected Factory Vendors Channel
Respondents' Firm has Partnered with over the Past Year
- Exhibit 19. Vendor Relations: Connected Factory Vendors Cited as
Top 3 Vendors for Channel Respondents' Firm based on Volume of Sales
- Exhibit 20. Vendor Relations: Connected Factory Vendors Cited as
the Best in Class Vendor for Various Partner Criteria by Channel Respondents
- Exhibit 21. Vendor Relations: Channel Respondents' Firm' s Plans to
Add or Drop Connected Factory Vendor Partners in 2010
- Exhibit 23. Vendor Relations: Channel Respondents' Firm' s Primary
Reasons for Dropping a Connected Factory Vendor Partner Cited by the
Respondents Citing Dropping Partners
- Exhibit 24. Vendor Relations: Vendor Partners Rated on Vendor
Selection Criteria by the Channel Respondents Citing Partnership with that
Vendor
- Exhibit 25. Vendor Relations: Channel Respondents Preferences for
Buying Directly from Manufacturers Versus Indirectly from Distributors
- Exhibit 26. Vendor Relations: Importance of Supply Chain and Order
Policy Scenarios for Channel Respondents
- Exhibit 27. Vendor Relations: Importance of Value Added Services
for Channel Respondents
- Exhibit 28. Vendor Relations: Preferred Method of Communication
with Connected Factory Partners of the Channel Respondents
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